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Research library
23 Articles Found. Displaying page 1 of 3:
Provoking procurement with an unsolicited proposal
Published in Velocity magazine
This paper shares how Xerox, SKF and other Global 2000 companies build tailored value propositions to influence procurement and pre-empt supplier rationalisation initiatives.
Download / View (682KB)The new purchasing tsunami
Published in PM magazine
Many companies are now using external, third-party procurement consultants to manage the vendor selection process. How will this effect professional services firms?
Download / View (3201KB)Inside the mind of sales
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.
Download / View (396KB)Improving corporate negotiation performance
A benchmark study of the world's largest organisations
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.
Download / View (3079KB) Registration RequiredDownload / View (3079KB) Registration RequiredDealing with external procurement consultants: sleeping with the enemy?
Published in Velocity magazine
The rise and spread of external procurement consultants poses a real challenge for many sales professionals. So what are the best strategies to use?
Download / View (195KB)Dealing with external procurement consultants
Sleeping with the enemy?
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?
Download / View (97KB) Registration RequiredInsight into the changing role of the procurement professional
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With strategic procurement 'transformation' being a board level priority for many companies and aggressive tools such as reverse e-auctions being unleashed, how can sales professionals manage the procurement relationship to ensure their products and services are not treated as a commodity? Please read on for our latest research insight into the view from the other side!
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