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 buying 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 […]
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 […]
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 […]
Public Sector Buyers Ask ‘Where is the MEAT?’
In public Sector Buying Price Is Over-taken By Most Economically Advantageous Tender, but what are the implications for how you sell?
The Business Case Is King!
One of the key trends of concern to sellers is the rise in importance of the business case in the making of important buying decisions. The reality is that the business case is King and that means sellers must bow before it. (a) Putting the Business Decision First Major purchase decisions are first and foremost […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
