Who Makes The Decision

The Buying Team – all those who shape and make the buying decision.

 Ray Collis

Selling To Teams: Lessons From Sport

Selling To Teams:  Lessons From Sport

Some organizations don’t do team work very well. That is a problem in the context of collaborative buying decisions, cross functional buying committees and internal approvals procedures.    Some organizations are a dream to sell to,  while others are a nightmare.  The individuals involved may be nice to deal with, organized and professional.  However when it comes to […]

 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, […]

 John O' Gorman

Why Earlier Is Better: Getting Procurement & Suppliers Involved

Why Earlier Is Better:  Getting Procurement & Suppliers Involved

In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order.  Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money.  In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]

 Ray Collis

Living In The Shadow Of Procurement

Living In The Shadow Of Procurement

In one way or another what is happening in procurement will shape your future sales success. That applies even if you don’t have to interact with procurement today. The reality is that we are all selling in the shadow of procurement.  Have You Escaped Procurement Thus Far? Many salespeople are oblivious to the role and […]

 Ray Collis

What Is The Cost Of An Extra Supplier?

What Is The Cost Of An Extra Supplier?

The consolidation of suppliers can be seen as either an opportunity or a threat. In this insight we will calculate what a customer can save by cutting supplier numbers. These savings can be used to build a powerful argument for the customer to place more of their business with you.

 John O' Gorman

How To Sell To Cold & Reserved Buyers

How To Sell To Cold & Reserved Buyers

Increasingly salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for your relationship selling strategy?

 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

Do You Know Why Procurement Really Matters?

Do You Know Why Procurement Really Matters?

Few salespeople understand how much procurement really matters to the organization. Even if salespeople are not directly selling to procurement this myopia can result in avoidable frustration, not to mention lost sales!   Are You Indifferent To Procurement? Salespeople/sales teams are often taken by surprise at the growing power and influence of procurement within their customer […]

 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 […]

 John O' Gorman

How To Avoid A Supplier Cull?

How To Avoid A Supplier Cull?

The culling of suppliers continues unabated. Indeed, those organisations that have not consolidated both suppliers and SKU’s are clearly out of line with best practice.  So, as a seller are you at risk and, if so, how can you avoid a supplier cull? Creeping Supplier Proliferation It is a truism that the list of suppliers […]

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Who makes the buying decision