Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
Buying IT has changed. It is now as much a business decision as a…
The much publicized failure of one of the world’s largest iPad contract represents another…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The…
Buying IT has changed. It is now as much a business decision as a…
You don’t need to be taken by surprise – that is because it is relatively easy to…
Some organizations don’t do team work very well. That is a problem in the…
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.…
Few people would accuse those in procurement roles as being ‘yes men’. But perhaps…
What are the principles of world-beating solution selling? Well, here communicate them using a…
The actions of two major European retailers demonstrate two alternative strategies for up-selling, or getting customers to spend more.…
You don’t need to be taken by surprise – that is because it is relatively easy to…
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 You’re Increasingly Talking To Head Office Sellers are increasingly being deferred to head office…
What your buyer is thinking and how he, or she is feeling about the decision are two different things. As salespeople we need to focus on both. The Stereotype Of The Grey Buyer Buyers and in particular procurement professionals are stereotyped as being pale faced – grey suited bureaucrats. They are typically seen as analytical […]
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