Blog

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 [...]

Having recently worked with procurement on a multi-million dollar outsourced contract, it was fascinating to see sales teams’ minor failures have an oversized impact on evaluators’ decisions. So [...]

Timing is everything in pursuit of major service contracts. Sales reps (as bidders) typically wait for the RFP to be released to begin their proposal work. Typical Bidder’s Proposal Work to [...]

“Lowest Price, Technically Acceptable (LPTA)” is a US government purchasing strategy that has leaked its way into where it doesn’t belong; buying complex services and/or [...]

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s [...]

Now that’s a little harsh. But if you’ve ever had to write a sales proposal responding to a badly written Request for Proposal (RFP) you’ll know where the sentiment comes from. [...]

I’ve heard from a number of sales executives recently about Procurement’s surprise involvement in a large contract bid. The following seems obvious but evidently in the heat of [...]

In the late Recessionary period Procurement is king when it comes to supplier selection for large contracts. In this evolutionary time, business owners (those who manage the selected supplier) [...]

Try this brief exercise. Think about the most important lessons you’ve learned in life, the truly important ones. –> Now pick the most important one. Your most valuable lesson [...]