/Opinion
12 11, 2016

Using the value proposition to help with complex B2B sales

November 12th, 2016|Opinion|

According to the Oxford Dictionary a value proposition is: “(in marketing) An innovation, service, or feature intended to make a company or product attractive to customers.” In its simplest and broadest form, that’s exactly what it is. Whether you sell products or services, you want them to stand out to your prospects and ideally [...]

3 11, 2016

To challenge or not? That is the question

November 3rd, 2016|Opinion|

In a recent research survey amongst procurement professionals, on behalf of the Management Consultancy Association’s Consultancy Buyers Forum, I got quite a strong reaction to the question: How do you challenge the business? The overwhelming response was one of: challenge is not something that we do, or if we do, we would call it [...]

29 09, 2016

Appropriate behaviours for contemporary negotiations

September 29th, 2016|Opinion|

Peter Kraljic’s Product Purchasing Classification Matrix has been used by procurement professionals for more than three decades. It enables buyers to classify goods and services that the company purchases and devise strategies according to the classifications (see box). However, a recent article, The Reinvention of Procurement by Jonathan Hughes and Danny Ertel, published by [...]

23 09, 2016

Appropriate behaviours for temporary negotiations – part 2

September 23rd, 2016|Opinion|

Peter Kraljic’s Product Purchasing Classification Matrix has been used by procurement professionals for more than three decades. It enables buyers to classify goods and services that the company purchases and devise strategies according to the classifications (see box). In the previous blog I looked at how behaviours that procurement professionals use in negotiating with [...]

22 08, 2016

Can negotiation put us into transports of delight?

August 22nd, 2016|Opinion|

When the world was young, most people (except for mythological explorers or itinerant tribes) tended to stay relatively close to home. Then we started complicating things by inventing ways of moving that were quicker than our feet or our horses and so we developed the need to go further, faster and more often. Anyone [...]

24 07, 2016

You can lead a horse to water, but how do you make it drink?

July 24th, 2016|Opinion|

It’s an age-old challenge; how do you get somebody or something to do something that you want them to do? Much research has been done into what motivates people, or even horses, to behave the way they do, in order to understand how to facilitate behaviour change.In my search to find models of motivation [...]