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 [...]

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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 [...]

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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 [...]

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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 [...]

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