Monthly Archives: December 2009

There are a number of standard ‘truths’ that I hear buyers say often and I thought it was about time to dispel some of these myths. The business engages us too late in process: Get out of the process, if … Continue reading →

I am a big fan of the writings of Seth Godin. His blog (http://sethgodin.typepad.com/seths_blog) is a daily must-read for me. Not only does he have great insight into how sales and marketing are changing and what works, it is surprising … Continue reading →

I am interested in any research that there may be in existence looking at the procurement style of an organisation (open and collaborative vs aggressive and adversarial) and any correlation with company performance. I have always intuitively preferred an open … Continue reading →