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.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

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.

Procurement 91

Procurement Suppliers Stakeholders Profitability 91

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Later we tried to make these profit centers. Some companies have tried to convert these into profit centers. This then converts service users into advocates of the company, increasing its sales, and thereby profits.

Suppliers 75

Suppliers Government Profitability Procurement 75

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. Suppliers submit proposals to provide them. You get the idea.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Brooks Group

MARCH 28, 2024

By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Purchase decisions often involve multiple stakeholders and a longer sales cycle. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Hubspot Sales

NOVEMBER 16, 2018

But how can you tell if your business activities are creating the most value for customers and a great profit margin? With this analysis, you can take steps to create a competitive advantage, improve efficiency, and increase profit margins. Procurement. design, production, distribution, etc.). What Is Value Chain Analysis?

Food and Beverage 128

Food and Beverage Logistics Suppliers Profitability 128