Procurement – The Organizational Chameleon
So you think you know procurement? Beware! Procurement is the organizational chameleon – they…
The New Universal Super-Buyer
Why more of your customers are conforming to a new global procurement…
Don’t Get Squeezed Between Procurement & Finance
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...…
Better Buying Goes Straight To The Bottom Line.
In these low growth times organizations are realizing that cutting costs is an easier than growing revenues. …
The Changing Role of Procurement
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.…
Finding Yourself In The Procurement Sandwich?
You can see the finishing line, and your sponsor is telling you…
Helping The Buyer To Go Faster
Understandably accelerating the sale is an obsession for sellers at this time.…
Welcome To Buyer Heaven
‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?…
Why Saying Buying Has Changed Is An Understatement
Buying has changed, that is little doubt about that. As salespeople we have…
Buyers Confront New Market Realities
A long period of buoyant growth ended suddenly in 2008, resulting in a…
