17 October 2002
To sell themselves to their organisations, purchasers should find out how they can solve the chief executive's current concerns, said Ken James, chief executive of CIPS.
"They have strengths and weaknesses like anyone else. The trick for purchasers is to find out what the key issues and problems are for that business at that moment in time," he told delegates.
James suggested purchasers imagine they were in the office lift one morning with their chief executive, and ask themselves what they would say to them.