Category Archives: Uncategorized

Getting a consensus – the secret ingredient

One of the unacknowledged challenges in both buying and selling, in the discussions between sales teams and their counterparts in customer organisations, is the need to achieve consensus. This sounds obvious; clearly, the sales team and the customer organisation need … Continue reading

Posted in Uncategorized | Leave a comment

Shaping the Connections – Linking Procurement and Strategy

One of the challenges in business is to make sure that the actions of the various parts of the business align with business strategy. This seems like a really simple area of activity, but our observations over years of the … Continue reading

Posted in Uncategorized | Leave a comment

The EU, Procurement and the quality of the debate

The quality of the debate – Staying in the EU and Procurement   In Procurement circles, there’s a real challenge in making sure at there is high quality analysis of particular categories, culminating in the clear expression of the way … Continue reading

Posted in Uncategorized | Leave a comment

Saving the NHS

The NHS is a centrepiece of the U.K. It is a unique, open access healthcare system, roughly free at the point of use. It is also the fifth largest employer in the world (after the us and Chinese military, Indias … Continue reading

Posted in Uncategorized | Leave a comment

The Calais refugee crisis and its supply chain

There’s a big refugee camp at Calais housing a large number of people in difficult conditions. Unsurprisingly, this is generating an amount of interest in how the people there can be helped, politics and discussions about economic migrants aside. There … Continue reading

Posted in Uncategorized | Leave a comment

Selling to Big Pharma and Big Food

Big Pharma (all the largest pharmaceutical companies in the world) and Big Food (all the big brand companies we know and love) have all adopted, in one form or another, an approach to purchasing called category management. This isn’t new … Continue reading

Posted in Uncategorized | Leave a comment

Unilever, Linked In and Sales Process

Over on Linked In, there is a long debate going on in  one of the sales forums about two linked activities; does anyone use a sales process, and is there any coaching for sales teams anymore? From the perspective of … Continue reading

Posted in Uncategorized | Leave a comment