Buying

Everything’s a story in business. Customers understand complexity from a story. They rationalize their buying from a story, which means sellers sell stories. Sales reps pitch gel electrophoresis [...]

Your attention span is shorter than a goldfish’s, that’d be about eight seconds compared to Goldie’s nine. And Satya Nadella, Microsoft CEO, said “Time in an attention [...]

In RFPs, customers evaluate suppliers’ proposals then attach numerical ratings — intending to make subjective decisions look logical and rational — except of course they aren’t. And it’s [...]

In the B2B world, accurately estimating sales is as easy as solving a Rubik’s cube blindfolded on a roller coaster. We’re not talking about e-commerce here but about large-dollar, complex service [...]

OK, facility service suppliers are not animals, nor are their customers. Just wanted to get that out of the way first. With that said, when facility service suppliers grow in size they eventually [...]

A Living Wage strategy isn’t for every supplier or for every situation. But a Living Wage may be the next competitive advantage to secure new business. That may sound scary for suppliers [...]

Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

Wouldn’t it be great to ask world-class companies about outsourcing, contracting and buying? Lucky you. Today’s blog gives you the opportunity to do that. You can ask Microsoft, Yahoo [...]