Contract Compliance – Implications For Sellers

Buyers are getting better at managing their contracts with suppliers.   In this article we will example the implications for sellers of the new focus on contract management. We are all aware of the increased attention paid by buyers to the issue of benefits realisation and the drive to ensure that the promised savings and [...]

How To Make Your ROI More Buyer-Friendly

As with building skyscrapers, the temptation for sellers in building a business case is to add another floor of benefits in a bid to achieve the highest possible ROI for the buyer. However, it is important to remember that the higher the ROI, the greater the danger of the buyer simply toppling your figures. With this in mind, you need to help the buyer create a more credible business case on three levels…

Buyers Are Taking ‘Baby Steps’

In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.

Are Buyers Really Obsessed With Price?

As a salesperson it is easy to assume that buyers are obsessed with price, or more to the point getting the lowest price.  But is that really true?  Is it perhaps too easy to blame our sales failures on an unreasonable buyer obsession with price?  Well, let’s ask buyers and in particular public sectors buyers. [...]

Examining the Business Case – The Building Blocks

The term business case can mean different things to different people. For this reason it is helpful to explain the key elements of a business case in terms of other more universally understood business planning and analysis tools. The business case combines four elements as shown in the diagram. Fig: The Building Blocks of the [...]

Buyers Face 3 Business Case Challenges

Predicting the future is not easy, but that is exactly what the business case must attempt to do. This is particularly true in a time of market turbulence. Today’s perfect plan could be completely invalidated by a change in the competitive situation, an upset in the market or any one of a host of other [...]

What Are Buyers Thinking?

Why do buyers do what they do?  Why do they choose one supplier over another and choose some projects to be scrapped, while others are advanced?  These are questions that understandably intrigue salespeople. Buyers tend to reveal little, leaving many salespeople complaining that they don’t know what buyers are thinking. They may even complain buyers [...]

What Is The Business Case?

One of the most powerful realizations for sellers is that when it comes to the complex sale there are no buying decisions, only business decisions. The implication is that buying decisions which in the past focused on the what, where, when and how, are now purely concerned with the ‘why?’ Peel back the layers of [...]

Salespeople Grapple With The Business Case

Would you be surprised to know that many large organizations require a business case for purchases of as little as €20,000?   As one UK veteran salesperson told us recently, ‘I have seen more business cases in the past year than I have in the previous 19 years.’  There is more strategic business logic being applied [...]

The Role Of The Business Case

Why is the business case so important?  Well, the key reasons the business case is now at the center of major buying decisions are listed below. The business case: 1      Drives business success: It ensures any projects, purchases or investments enable the organization to achieve its objectives. 2      Allocates scarce resources to maximum effect [...]

Examining the Business Case – The Cost-Benefits Equation

The business case can take many forms, but at its core is one key question — why should we buy?  or more to the point:  How will this purchase help the organization (department/unit) succeed? The business case clearly outlines the value equation of the proposed purchase that reflects not only costs, benefits and risk, but [...]

Examining the Business Case – Considerations Of Risk

The business case requires much more than a cost-benefit analysis — that is too simplistic for complex business decisions. For example, a more in-depth analysis would highlight that while the payback from project A might be twice that of project B, this benefit may be negated when higher levels of risk are considered. Managers are [...]

Examining the Business Case – The Political Dimension

A business case is an economic argument for investing in a project or purchase. However, it is not purely economic, but also political. In this context the successful business case will involve a process of extensive involvement with stakeholders and will be written, or at least reviewed, by cross-functional committees. This is essential to creating [...]

Buying Logic Examined

Clearly one of the key trends in respect of organizational buying is the movement towards the application of business logic to business decisions. It is clear that features and benefits will not swing the big sale, forcing the seller to address the key economic, strategic and political issues if the purchase is to be sanctioned. [...]

Examining the Business Case – Strategic Fit

When the numbers of the cost-benefit equation stack up and an attractive payback is evident, even making allowance for risk and compliance, is the result a compelling business case?  Perhaps not, because managers must demonstrate that the project fits with the pre-existing jig-saw of organizational priorities, goals and strategies. They must demonstrate the purchase will [...]

Business Case Mania

There Is No Getting Away From ‘The Business Case’ ‘When all you have got is a hammer everything looks like a nail’.  Well this principle clearly seems to apply to the buying decision.  There is simply no getting away from the business case when it comes to dealing with today’s buyers.  Here are just 3 [...]


Do you Understand The Complicating Factors?

There is a word we find ourselves using more and more in respect of managing sales cycles and that seems to keep coming up again in reviewing pipeline opportunities and accounts. That is COMPLICATING FACTORS. When it comes to the complex sale, things are never straightforward. There are certain to be complicating factors. Understanding what [...]

Selling To Buyers Who Have Been Burned!

Selling Technology to Increasingly Cautious Buyers If analysts are to be believed, then as many as 2 out of 3 IT projects go south (Standish Group 2003).  That is they go over budget, fall behind schedule or gets scrapped.  So, according to the statistics, then as many as 2 out of 3 buyers will have have [...]

Want to Build Trust? Then Minimise Buyer Risk

Finding the issue of trust a little difficult to deal with? Well, look at it interms of the buyer’s risk can help. Specifically the risk of making the wrong buying decision and the consequences in terms of; embarrassment, annoyance and cost. Your concern for and efforts to reduce the buyer’s risk are probably the most effective [...]

Buyers Think Lean, But Can You Sell Lean?

We met with some pharma buyers around a barbeque recently.  Although the food was rich, the talk was of lean.  Lean manufacturing, lean distribution, lean marketing and of course lean buying! Naturally ‘lean’ is a word that appeals to buyers, more than sellers.  That is because rather than spending more it means: Doing more for [...]


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