Don’t Get Squeezed Between Procurement & Finance
The ‘cold war’ may now be over, but relations between procurement and finance within many organizations remain frosty. This can have many undesirable consequences for sellers, who may often find themselves unwittingly caught up in a power-struggle between the two functions. This article provides tips for sellers on how to avoid getting squeezed in the middle…
Is this the Golden Age of Buying? – Implications for sales professionals
Professional buying has come of age, reaching new heights in terms of importance and sophistication. But what are the implications for sales people? In this article we turn to the UK Chartered Institute of Purchasing and Supply and the US Institute of Supply Management to provide a new insight to the changing roles and perspectives […]
Welcome To Buyer Heaven
‘Buyers are in heaven right now’ proclaimed the country sales manager for one of the top 5 global IT vendors recently. But if buyers are in heaven, what does that mean for sellers?
Buying Gets Strategic!
Welcome to the new strategic buying! Purchasing has been elevated from an administrative function to a strategic business driver and this has important implications for sellers. (a) The Strategy Behind The Purchase Managers are required to demonstrate how projects and purchases fit with strategic priorities and drive business performance. That is because major purchase decisions […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
