Good customers are better served
After many years of senior commercial experience, on both sides of the table, I’ve seen most types of sales approach in action. Despite the fact [...]
Do you understand the mind of your suppliers? [VIDEO]
Paul Vincent, explains how blind focus and personal agendas can get in the way of effective negotiations. Understanding your supplier? Every organisation wants their negotiations [...]
Softer Side of Consultancy Procurement
This article leads on from my last post – The Best Way to Buy and Sell Consultancy Services - in which I discussed the need [...]
The Best Way to Buy & Sell Consultancy
This article is aimed at the parties on both sides of the negotiating table – those who buy consultancy, and those who sell it. As [...]
Those Three Lovely Procurement Letters…P.S.L.
If somebody gave me £100 every time a business services provider told me that PSLs (preferred supplier lists) were inappropriate in their part of the [...]
Forget Trying To Sell. Help Your Customers Buy From You Instead.
Traditional sales logic says you must first identify a customer need, secondly assess your capability to deliver against that need and thirdly offer a compelling [...]