The Hello Bar is a simple web toolbar that engages users and communicates a call to action.

June 2008

Selling to Procurement

by Chris Arlen

An interesting insight came out of our interviews with Procurement professionals (Procurement Talks: An Interview with Microsoft and Expedia’s interview to be published next week). There’s not one style of procurement, but [...]

click to continue → June 27, 2008

Where You Stand

by Chris Arlen

Buyers want to succeed – sellers want the same. What’s in the way? Understanding each other. Sharing perspectives is a first step along the way to success. To that end I recently [...]

click to continue → June 17, 2008

Can’t Save Your Way to Success

by Chris Arlen

The expression, “can’t save your way to success”, can help service contractors better understand how they fit into their customers’ world. I first heard this saying yesterday from a senior manager of [...]

click to continue → June 13, 2008

Budget Remorse & Sandbagging

by Chris Arlen

You manage a budget. You rarely overspend, showing slight, but noticeable savings year after year. You’re a professional manager, say, a Business Owner of an outsourced service. What if you could end [...]

click to continue → June 3, 2008