Buyers: Don’t be a Skinflint!

The Lesson from Flint Michigan is: Be Cautious of Short Term Savings The Presidential declaration of emergency in Flint Michigan offers lessons to buyers and sellers about the danger of short term savings that cost dear in long term. An Old Term Gets New Meaning The term ‘skinflint’ has gained new meaning in recent times. Traditionally it […]

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 February 13, 2013 Ray Collis Business Case , Buying Logic , Buying Process , Cost Avoidance , Cost Savings , Hard Savings , ROI , Soft Savings

Why Only Hard Savings Can Close The Deal

Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction. However, increasingly only hard savings have the power to close the sale. We all know that buyers are increasingly numbers obsessed. The question is what format must those numbers be in […]