Holden Advisors
NOVEMBER 3, 2021
Think: Revenue – Costs = Profit. Works side-by-side with sales to sell value and overcome procurement. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think about it.
Red Star Kim
SEPTEMBER 8, 2023
The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Books on pricing?
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Holden Advisors
OCTOBER 7, 2021
That means quantifying the incremental profit dollars that drop to your customer’s bottom line because they’ve chosen your product over the alternative's. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations. Finally—and probably most importantly—attach a dollar sign.
Flevy
OCTOBER 23, 2023
The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.
Holden Advisors
SEPTEMBER 30, 2021
Customers don't care about your cost, and they'll gladly tell you so in a negotiation. Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. I'm really good with that, as long as we balance it with profit. One of them we hear a lot is “price to cover cost.”
Account Management Skills
JANUARY 11, 2022
In this episode we talk about making client relationships more profitable. He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Welcome to Episode 53. So Chris, welcome. Chris 00:44.
Account Management Skills
MAY 22, 2023
In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.
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