The Buying Revolution

 Ray Collis

Taking Hospital Procurement To The Emergency Room

Research over the past decade has shown that hospitals in the US market are behind the curve when it comes to good procurement and it is costing them dearly. So, it is time to take hospital procurement to the Emergency Room.

 John O' Gorman

Why Decentralized Buying Is Dead!

Why Decentralized Buying Is Dead!

Why You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office in their attempts to sell to the local plant or facility of a global corporation. That is because in most large organizations decentralized buying is dead, or at least dying.  So, if you are selling at the edge of the organization, [...]

 Ray Collis

Alignment – Procurement’s Great Balancing Act

Alignment – Procurement’s Great Balancing Act

Globalization places great demands on the supply chain, in particular the challenge of aligning demand and supply.  The requirement is to maximize product availability and supply flexibility while minimizing costs, inventory and investment levels. This is no easy task and one that relies on the development of a highly skilled, integrated and collaborative; procurement, supply [...]

 Ray Collis

Globalization Makes Procurement King!

Globalization Makes Procurement King!

Globalization has been the dominant economic trend for more than two decade. Not only has it fundamentally changed the world we live in, but it has changed procurement and buying too. The Globalization Of Procurement Globalization is the high-octane fuel propelling procurement to new levels.  It has transformed procurement’s role, scope and importance,  transforming it from [...]

 Ray Collis

The New Love Affair Between CEOs and CPOs

The New Love Affair Between CEOs and CPOs

Few managers or departments can write their CEO a cheque for millions and promise more again next year. Procurement however is the exception. Its almost un-paralleled ability to boost the bottom line has earned it a position of influence and power.  Little wonder then that procurement is the CEO’s new best friend. Strategies for Low [...]

 Ray Collis

It is Time To Re-think Procurement!

It is Time To Re-think Procurement!

Why the companies you love, love procurement.

 Ray Collis

Procurement’s Best Year Yet

Procurement’s Best Year Yet

We are confidently predicting that 2013 will be a great year for those on the opposite side of the table – the procurement team. Indeed it may be their best year yet. That is clearly good news for buyers, but it presents opportunities for sellers too.

 John O' Gorman

The New Universal Super-Buyer

The New Universal Super-Buyer

Why more of your customers are conforming to a new global procurement standard. Sellers are witnessing the emergence of a new class of buyer – what we call the Universal Super Buyer. It has profound implications for how you sell. This new class of buyer is ‘universal’ because its approach to procurement rises above industry [...]

 Ray Collis

Buying Revolution Video Series, Part 4: Who Really Makes The Buying Decision

Buying Revolution Video Series, Part 4: Who Really Makes The Buying Decision

Who Really Makes Buying Decisions At one time a question, such as ‘who makes the buying decision?’ was easy to answer.  But this is no longer the case. Sellers almost need a map of organizational buying to reflect all those who make and shape the buying decision. This video shows the locus of control in [...]

 Ray Collis

Buying Revolution Video Series, Part 3: Why Buying Decisions Are Really Made

Buying Revolution Video Series, Part 3: Why Buying Decisions Are Really Made

How Buying Decisions Are Really Made As salespeople we can often find buyers and their behavior very confusing.  Just why do buyers do what they do? Getting inside the head of the buyer can be a real challenge.  For one they are increasingly playing their cards close to their chest. However, as this video shows, [...]

 Ray Collis

Buying Revolution Video Series, Part 2: How Buying Decisions Are Really Made

Buying Revolution Video Series, Part 2:  How Buying Decisions Are Really Made

How Buying Decisions Are Really Made? Organizational buying, once ad hoc and unstructured, has become highly sophisticated and process-driven.  Although salespeople have noticed some changes, they often underestimate just how sophisticated buying has now become.  That means they are prone to over-estimating what deals will close and when. What Is In This Video? In this [...]

 Ray Collis

Buying Revolution Video Series, Part 1: Welcome To The Revolution

Buying Revolution Video Series, Part 1: Welcome To The Revolution

As a salesperson, or sales manager, getting to grips with these new realities of modern buying is one of the most important things you can do this year.

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The latest research on how buyers buy
Who makes the buying decision