Sellers Look Out: It’s Open Season On Sacred Cows!

In the relentless march of procurement, it is open season on so called ‘sacred cows’. So, if your relationship with a key account depends on tradition, a personal relationship, or the old fashioned approach to buying, watch out! It is time to ensure the indisputable commercial logic is in place!

Added on April 5, 2013 Ray Collis Aggregation Of Purchases , Buying Process , Buying Trends , Category Management , Centre-Led Procurement , competitive tendering , consolidation of suppliers , Demand Management , Featured , Procurement , procurement systems , Sales Process , Sales Strategy , Strategic Procurement

The Perfect Storm: 8 Trends That Will Rock Your World

How organizations buy is changing – we all know that. But as a seller how to know exactly what is on the horizon in your key customer, or prospects? In this insight we will examine the key procurement related changes that will rock your world and help you predict when they will happen.

Added on April 4, 2013 John O' Gorman Aggregation , Buying Process , Consolidation , Cost Savings , Demand Management , Price Pressure , Procurement , Supplier Margins

The Cost-Saver Menu: 11 Ways To Help Your Buyer Save

Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how.

Added on April 2, 2013 John O' Gorman Buying Process , Demand Management , Featured , Procure To Pay , Procurement Costs , Spend Analysis , value

Staple Yourself To Their Order

Are there opportunities to optimize how your customers interact with your solution from the moment of purchase to the point of payment? To find out ‘staple yourself to the order’.

Added on March 26, 2013 Ray Collis Buying Decision , Buying Process , Buying Research , Featured , Procure To Pay Cycle , Procurement Process , Sales Process

So You Think You Know The Customer’s Buying Process?

Sellers are naturally focused on the purchase order. However, in winning the sale it is important to look beyond the buying decision to see the customer’s broader business and procurement goals.

Added on March 19, 2013 Ray Collis Business Impact , Buying Process , Featured , Procure To Pay Cycle , Strategic Supplier , Value Proposition

Finding Your Hidden Sources Of Value

There may be unrealized opportunities for your solution to deliver even greater value to the customer. This insight provides a methodology to uncover your hidden sources of value.

Added on March 17, 2013 Ray Collis Analysts , Buying Process , Featured , Selecting Suppliers , Supplier Prequalification , Supplier Shortlist

Analyze This! The Role Of Analysts In Making The Shortlist

With a confusing array of competing vendors and solutions available in the market, buyers are increasingly turning to analysts for help in short-listing suppliers. But what impact will that have on the number of enquiries to your business? In this insight we discuss some of the requirements of working with analysts.

Added on March 4, 2013 John O' Gorman Buying Process , Buying Rules , New Realities of Buying , Selling To Procurement

10 Commandments of Corporate Buying – The Implications For Sellers

What are the core beliefs or principles of modern procurement? Whether you are a manager running a department or a salesperson selling into an organization you need to know them. They impact on selling as much as buying. In this insight we will share with you the new rules and ethos of buying in large organizations.

Added on February 21, 2013 John O' Gorman Buyer Involvement , Buying Process , Consultative Sale , IKEA Effect , purchase decision , Purchase Justification

Are You Using The IKEA Effect To Help Them Buy?

The IKEA Effect provides a clear warning to sellers – ensure the buyer is involved in the process of defining, building, or tailoring your product, or at least in the process of purchase and justification.

Added on February 17, 2013 Ray Collis Buying Knowledge , Buying Process , Buying Quiz , Buying Trends , Procurement Trends

Test Your Knowledge Of The Key Trends In Buying

How well do you understand the key trends in buying? That is the trends that are changing how your customers buy. Take a short quiz to find out.

Added on February 15, 2013 Ray Collis Buying Process , Category Management , Customer Research , Featured , Know Your Customer , Procurement

What ‘Know Your Customer’ Means In 2013

In this era of stalled buying decisions and increasingly complex buying processes sellers cannot really know their customers without understanding how and why they buy.