What are some of the burning issues faced by bid and proposal managers? What can buyers do to improve their own sourcing processes and boost efficiency and competition? Graham Ablett and Andy Moorhouse find out.

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This study illustrates how the world's largest organisations are trying to improve their corporate negotiation performance. It shares unique benchmarking data and real world examples of best and worst practice. It gives an insight into ten critical performance areas and suggests ways to transform negotiation from an individual competency into an organisational capability.

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This white paper will explore some of the common traps negotiators fall into and the skills and strategies that can be employed to avoid these traps.

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At Huthwaite we begin our approach to managing power in negotiation with the statement 'power is in the head' simply because we’ve proved it – hundreds of times.

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The rise and spread of external procurement consultants poses a real challenge for many sales professionals. The consultants are seen to block direct client access and limit sellers' influence over the specification. But the biggest issue for many organisations is how their win rate is unfavorably impacted. So what are the best strategies for dealing with these procurement consultants?

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Huthwaite International is one of a relatively small number of organisations that have carried out detailed research studies to investigate the skills used by people who are particularly effective in negotiation.

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The recent spate of company closures and downsizing is testimony to how difficult the current economic conditions are for many organisations. And with forecasts of worse to come, many companies are seeking strategies to survive the hard times. Cost cutting is obviously a strategy favoured by many, but what do you do when there is no more fat to trim?

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How can selling organisations breakthrough the commoditising effects of procurement technology? This whitepaper shares key research insights from Huthwaite's 2007 global study and offers real world case studies, tools and strategies for combating the impact of reverse auctions.

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Times are tough for most organisations as the recession starts to bite and it's difficult to see an upturn coming for quite a while. For many it has been a constant struggle to remain competitive even when times were good, so hanging onto business now the hard times have arrived is a major challenge.

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