Whetstone
MAY 9, 2023
You know how they will save your clients time and money and/or help them become more profitable. Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. You know how valuable your solutions are.
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. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.
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?
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.
Strategic Account Management Association
MAY 7, 2021
That leadership will have to strike the right balance between short-term profits and long-term sustainable growth. It is a comprehensive approach aimed at challenging companies to grow in a good way that enhances the planet and delivers broader prosperity, happier employees and more sustainable profits. The 6P Good Growth Model.
Holden Advisors
NOVEMBER 3, 2021
Think: Revenue – Costs = Profit. Works side-by-side with sales to sell value and overcome procurement. Because pricing departments play an important role and many companies are without one—or only have a discount division—I thought it would be a good idea to answer these questions for everyone. Set the right price and you gain revenue.
Hubspot Sales
JUNE 17, 2019
And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Playing by someone else’s rules whose desire is to squeeze all the creativity, differentiation, and profit margin out of our deals is not fun. I don’t work for procurement people.
Expert insights. Personalized for you.
40 
Let's personalize your content