Ray Collis

Buyer OCD: The Obsession With Lowest Price

Buyer OCD: The Obsession With Lowest Price

More and more buyers are being diagnosed with Price OCD, or Obsessive Compulsive Disorder. It is causing increased anxiety even frustration among salespeople. Buyer OCD is a diagnosis offered by salespeople who are witnessing first hand the ongoing buyer obsession with price and the compulsive; price checking, competitive tendering and price re-negotiation, that accompanies it. […]

 Ray Collis

What Science Tells Us About The Speed Of Buying

What Science Tells Us About The Speed Of Buying

Today’s buyers are slower to decide and that makes sales cycles longer. That sounds like a statement of the obvious, but it is actually grounded in our most up-to-date understanding of the workings of the human brain. Scientists Reveal The True Speed Of Buying You don’t need to understand cognitive science in order to know […]

 Ray Collis

Buying Logic Examined

Buying Logic Examined
This entry is part of 12 in the series Business Case

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 […]

 Ray Collis

Salespeople Grapple With The Business Case

Salespeople Grapple With The Business Case
This entry is part of 12 in the series 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 to […]

 Ray Collis

The Role Of The Business Case

The Role Of The Business Case
This entry is part of 12 in the series 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. 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 to get the best […]

 Ray Collis

Examining the Business Case – The Cost-Benefits Equation

Examining the Business Case – The Cost-Benefits Equation
This entry is part of 12 in the series Business Case

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 also how […]

 Ray Collis

Examining the Business Case – Considerations Of Risk

Examining the Business Case – Considerations Of Risk
This entry is part of 12 in the series Business Case

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 […]

 Ray Collis

Examining the Business Case – The Political Dimension

Examining the Business Case – The Political Dimension
This entry is part of 12 in the series Business Case

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 […]

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