When buyers are salespeople too

12 January 2010
Jake KanterBuyers have a lot on their plates. Getting costs down forms part of a delicate web of other priorities, including sustainability, SRM and risk - to name but a few.
 Purchasers can now add selling to this list. OK, it's not an obvious task, but according to procurement coach Neil Deverill, it should be a vital part of the day job.
 
He says purchasers must decide what key suppliers want from clients and then make their organisation attractive to those vendors. This will help secure the best price, best capacity and the “A-team of engineers or specialists”. I believe this is a compelling argument. Beat the competition and achieve all your other objectives at the same time. You can't say fairer than that. Yet it is a strategy I have rarely heard mentioned by senior purchasers. Is salesmanship key to becoming a good buyer?
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