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Category Archives: Selling to Procurement
London Selling to Procurement Workshop
Following the success of our recent Birmingham open ‘Selling to Procurement’ workshop, we are running a further workshop on May 23rd in central London. For those of you in sales and account management who regularly meet with professional buyers / procurement, this … Continue reading
Posted in Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiating with Procurement, Negotiation, Sales Excellence, Selling to Procurement
Tagged Account Management, GAM, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, SAM, Strategic Account Management
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Power: A Place in Education and Training?
In this fourth and final blog in a series on power in buyer-supplier relationships from Chris Lonsdale, he argues that it would be a mistake to simply dismiss ‘power’ as ‘bad practice’, and proposes that teaching managers about power is about preparing them … Continue reading
The Use of Power in Supply Markets
In this third in a series of blogs from Chris Lonsdale on the concept of power in buyer-supplier relationships, he asserts that a dominant power position in a business relationship is just that, a position. It doesn’t have to be aggressively … Continue reading
Revisiting Buyer-Supplier Power
The current horse meat scandal is one of those regular events in British life that confirms the prejudices of all manner of people. The usual suspects have (inevitably) seen this as the latest reason to bash the EU. Other usual … Continue reading
Posted in Customer Management, Key Account Management, Procurement, Relationship Transformation, Sales Excellence, Selling to Procurement, SRM, Strategic Negotiation, Supplier Management
Tagged KAM, Key Account Management, Negotiation, Procurement, Sales, Sales Effectiveness, SAM, SRM, Strategic Account Management, Supplier Performance Management, Supplier Relationship Management, Supply Management
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Looking through the eyes of procurement…
Congratulations to the participants of our first ever open selling to procurement workshop that took place in Birmingham on the 4th December. We began by reveiewing our latest research into the Sales: Procurement relationship. View here: The Sales & Procurement Relationship. … Continue reading
Attend our S2P Workshop Birmingham Dec 4th
Our workshop to share our Selling to Procurement (S2P) research is confirmed for December 4th 2012, to be held in central Birmingham. Following on from the research, we decided that it was critical to help our clients better manage the … Continue reading
Posted in And another thing…, Customer Insight, Customer Management, Deal Coaching for Sales, Key Account Management, Negotiation, Sales Excellence, Selling to Procurement, Strategic Negotiation
Tagged Account Management, Global Account Management, KAM, Key Account Management, Negotiation, Sales, Sales Effectiveness, Strategic Account Management, Trusted Advisor
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The Sales and Procurement Relationship: 2012 Report
The annals of commercial history are full of anecdotes about the B2B buyer-seller relationship. Variously described as a contest, a war, a win/win partnership, a value-adding collaboration, a strategic venture, there are very few sales people who don’t have an … Continue reading
Supplier Relationship Management: 10 Guiding Principles
In my work training or consulting with clients, and lecturing to MBA students in procurement and supplier relationship management (SRM), a number of general principles (axioms, if you like) have emerged that people find useful when it comes to understanding, … Continue reading
Posted in Customer Insight, Procurement, Selling to Procurement, SRM, Supplier Management
Tagged Collaboration, Procurement, Sales, SPM, SRM, Supplier Relationship Management
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Negotiation: Your place or mine?
I’ve spent much of my career in the procurement field and I’ve heard a heck of a lot of bunkum about the power aspect of the location for negotiations. I hear it again and again from buyers that ‘home is … Continue reading
How procurement sees the Sales profession
There is little doubt that over the years procurement people have become more cynical and suspicious of sales people. As procurement matures into a mainstream profession, its practitioners are typically smarter than they used to be. And despite the great … Continue reading
