Monthly Archives: April 2013

Role No. 11 – The Trader

Trading, not Purchasing Given events over the last few years, our standard image of a commodity trader on the floor of a major marketplace such as Chicago may have had a little of the gloss rubbed away from it. However, … Continue reading

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Sales Team’s techniques – The Close

The sales team, the people that you are most likely to be facing, have been heavily trained; more than seven and up to sixteen times the amount spent on training the purchasing team. It will not be a surprise that … Continue reading

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Turning the Tables on Sales Teams

The reality of being a buyer is that we face sales teams on a regular basis. But what do we really know of how they work? A recent addition to our training materials has been to explore some of the … Continue reading

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Role No.10 – The Developer

In some parts of the world, developing suppliers to increase their ability to contribute value is as natural as breathing. It has been a staple in the world of Automotive Purchasing for at least three decades. However, in may other … Continue reading

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Role No.9 – The Persuaders

In amongst all of the other roles we have to undertake, there is one which remains switched on all the time – that of the Persuader. In reality, this is split into a number of different approaches, focussing both internally … Continue reading

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Role No. 8 – The Marketeer

There‚Äôs a strong tradition in purchasing organisations of finding marketing organisations to be a tough nut to crack – strong stakeholder groups with a clear view of how they want to spend their budget and with whom they wish to … Continue reading

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Role Number 7 – The Leader

In Purchasing, and particularly within Category Management, there is a need for clear leadership to navigate a path through the challenges of making big change in organisations. Without strong leadership and associated vision it is unlikely that an excellent category … Continue reading

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