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.
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, [...]
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 [...]
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 [...]
Why the companies you love, love procurement.
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.
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 [...]
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 [...]
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, [...]
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 [...]
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.