What you own you control, but big corporations no longer own large chunks of their production process, or supply chain. They are increasingly dependent on outside actors for their success and are vulnerable to a new array of risks as a result. Resilience and Risk Management Global supply chains mean that organizations are dependent on [...]
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 [...]
In an effort to minimize risk buyers are taking smaller steps as they progress towards major buying decisions.
‘Helping the buyer to buy’ may sound soft, compared to pitching, persuading and closing for example. However, the reality couldn’t be more different.
Based on a review of hundreds of pipeline opportunities we have spotted some common early warning signals that an opportunity may be at risk. Use the list to review your top three sales opportunities. Tick the items that are relevant to the opportunity you are considering. 1. Don’t have access to all the stakeholders. [ [...]
(a) ‘Playing it Safe’ For buyers this is the era of ‘playing it safe’. The cost – benefits equation calculated in respect of each major purchase decision has a vital new dimension – that of risk. This is having a major impact on the nature of decision making. The appetite for risk has diminished greatly. [...]