15 Megatrends In Buying
You don’t need to be taken by surprise – that is because it is relatively easy to predict changes in how your customers buy. The Rising Tide of Procurement Sophistication The tide is rising in terms of the overall level of procurement sophistication. The trend of more sophisticated and more demanding buyers seems to be evident in most […]
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.
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, […]
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 […]
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 […]
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 […]
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.
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 […]
Helping The Buyer To Go Faster
Understandably accelerating the sale is an obsession for sellers at this time. However, as every professional salesperson knows when buyers are pushed, they push backtwice as hard. One thing is increasingly clear – buyers won’t be rushed into a decision, especially not the wrong decision. A sales cycle that is progressing slowly needs more interaction not […]
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 witnessed first hand the changes and many of them have hurt us in the pocket. But add up all the changes and it amounts to something revolutionary. How Much Has Buying Changed? We all know that buying decisions are taking longer, that buyer […]
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