Big name Keynotes, Trends from the Mailbag, Blockchain, and Tales from the Sales side!
Procurement’s Forgotten R
The Forgotten R of Procurement is Restraint, meaning ongoing control. While important, it is not enough to address Requirements, Rewards, Risks, and Remedies alone. The Customer will ultimately succeed only if it RESTRAINS the Vendor’s performance to strictly comply with the detailed specifics of the contract.
What is the Forgotten R of Procurement? A good procurement...
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The Phantom Deadline
Sales Reps sometimes use the Phantom Deadline Ploy to create a sense of urgency in the Customer. Unchecked, it can adversely affect the Customer’s negotiation leverage. Here’s how to defeat this Ploy and how to get the most mileage out of its demise.
“There’s just one thing,” your supplier will say. “If it’s not signed by...
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