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 […]
How Good Procurement Improves The Balance Sheet
Procurement wins friends because it can deliver additional profit to the bottom line, but that is not enough. To satisfy investors procurement goes one step further. This is important for sellers to understand, it can help transform a sales proposal into a compelling business proposal. Why Investors Love Procurement To understand the full impact of […]
What Are Your Buyers KPIs?
Knowing the buyer’s KPIs is essential if you really want to understand the motivation and behaviour of the professional buyer. As salespeople you and I are measured based on reaching our sales target, no doubt with some consideration of margin. But how are our counterparts in procurement measured? What’s Driving Your Buyer? Salespeople will rightly […]
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.
8 Reasons To Love Procurement
I love sales. But, to be honest if I was starting my career over I would be very tempted to go to other side and become a supply management professional. That says a lot about the present and the future of the procurement and supply management industry. I was invited back to my old Alma […]
‘The Procurement Oscars’ – Our Nominations
Recognizing Procurement Best Practice We recently made our nominations for the EPIC Awards – the equivalent of the Oscars for indirect procurement. They include; P&G, La Poste France and Emerson. Organized by My Purchasing Centre and Procurecon, The EPIC Awards intends to honour Excellence in Purchasing Indirect Categories. Now you might think it strange that sellers would […]
The Era of Avoiding Procurement Is Over
Collaboration with procurement is the future of selling – that was the clear message from research just published by ES Research Group and The Bay Group. In the past sellers exercised considerable creativity in avoiding procurement – seeing them as an unnecessary impediment to the sale. That strategy won’t work any more warns the authors and sponsors […]
Procurement Systems: The Implications For Sales Professionals
If your customers are using a procurement system then it has implications for how you sell.
Procurement – The Organizational Chameleon
So you think you know procurement? Beware! Procurement is the organizational chameleon – they can take many forms and adapt perfectly to the organizational structure, or the nature of the buying decision. That makes it difficult for the seller to know exactly what role they are going to play in getting the deal. The new reality of selling […]
A Portrait Of The Modern Buyer
We don’t know of a visual that more accurately reflects the new realities of buying. It is a real call to action for salespeople.
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 […]
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