The ‘cold war’ may now be over, but relations between procurement and finance within many organizations remain frosty. This can have many undesirable consequences for sellers, who may often find themselves unwittingly caught up in a power-struggle between the two functions. This article provides tips for sellers on how to avoid getting squeezed in the middle…
In these low growth times organizations are realizing that cutting costs is an easier than growing revenues.
There is no universal approach to buying, so it is essential for the seller to understand the role of purchasing on a case by case basis.
You can see the finishing line, and your sponsor is telling you they are ready to buy. So, it is that the many months of groundwork seem ready to pay off. You had allowed (in your costings) for the discount that has been agreed and negotiation around terms has thankfully left your original proposal relatively […]