Could The iPad Kill Solution Selling?
The much publicized failure of one of the world’s largest iPad contract represents another ‘nail in the coffin’ of Solution Selling You have heard people say that Solution Selling is dead. But what you probably don’t realize is that the iPad may be hastening its demise. More specifically the much publicized failure […]
Just How Much More Expensive Can A Best Value Tender Be?
We are learning a lot more everyday about the reality of public buying. That is thanks to a new and intensive level of scrutiny both from within and without the public sector. Naturally enough it is the horror stories that get the headlines. However there is a lot to be learned by looking behind the […]
Buyers Are Doing it For Themselves
To borrow from the lyrics of the popular song ‘buyers are doing it for themselves.’ They are ”standing on their own two feet and…’ identifying their requirements, defining the solution, writing the specification and building the business case. All this often takes place before they ever meet a vendor! This leaves the salesperson looking for a […]
Peter Viljoen: 
StartupSandy: 
the Senator: 
Martin Lindeskog: 
