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Delivering Understanding Beyond Insights
Browsing All posts tagged under »marketing«
Why procurement solution providers have to adopt a “LOSS LEADER” mindset to succeed in an overcrowded market
December 19, 2023
How does Tide detergent hold the key to future solution provider success?
Dale Neef’s 2001 book still meaningful today as reflected in Jack Keough’s recent My Purchasing Center article (Part 1 of 2) by Jon Hansen
July 30, 2013
“This is particularly important since many buyers do not visit suppliers’ physical stores, but rely on catalogs and websites to research products. Unfortunately, many of supplier’s websites are outdated and lack capabilities to meet customer expectations. from the July 23rd, 2013 My Purchasing Center article “First Amazon, Now Google. Will Other Internet Companies Follow?” by […]
How NOT to Follow a Strategic Sourcing Process by Kelly Barner
July 16, 2013
I recently wrote an article for the ThomasNet Procurement Journal about the dangers of following the strategic sourcing process too closely. As well intentioned as any process is, over time, it is not uncommon for it to stand in for the THOUGHT process. We’ve all made the mistake of forgetting to think outside the lines, […]
The Evolution of Strategic Sourcing by Joe Payne
June 1, 2012
A few weeks ago, I had the opportunity to sit in on some roundtables at the Corporate United Synergy conference in Scottsdale, Arizona. The majority of attendees were strategic sourcing and procurement professionals primarily focused on indirect spend categories, many at companies with $1 billion or more in annual sales. The underlying theme of most […]
Procurement Insights 
If You Are A Solution Provider “Selling” To Procurement – Stop It!
March 25, 2024
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What percentage of prospects feel that salespeople are well-prepared for their first meeting?