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The Outsourcing Weblog - Main page - Best Practices and Resources for smart outsourcing - outsourcing, bpo, offshoring
PermaLink: http://www.outsourcing-weblog.com/50226711/selling_to_procurement_organizations.php
I recently became interested in the issues that arise when selling to corporate procurement departments. A legal process outsourcing company that I'm associated with is cracking this nut, and the differences between the sales processes are night-and-day.
PermaLink: http://www.outsourcing-weblog.com/50226711/50_ways_to_leave_your_outsourcer.php
Robert Jaques, in an article posted on WhatPC yesterday, talked about the difficulties involved in exiting outsourcing arrangements.
Mr. Jaques rightfully points out that offshoring and outsourcing relationships have clearly migrated from "non-core" business functions to "core" functions, making both poor service and disruptions far less tolerable. The services receive far more scrutiny and have gotten more expensive, leading clients to look for exits, either due to business strategy or as a bargaining "chip" to lower prices.
PermaLink: http://www.outsourcing-weblog.com/50226711/infosyss_sales_decline.php
Proving once again that the outsourcing marketplace is not immune to the recession, IT outsourcing giant, Infosys, has seen a downturn in its business - its first since 1981. (See article here )
PermaLink: http://www.outsourcing-weblog.com/50226711/and_now_for_something_completely_different.php
In these days of doom and gloom, sometimes we need to take a minute and laugh. To that end, take a look at this clip on outsourcing from The Onion .
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| | For you information - In 1995 There Were Fewer Than 1,000 Web Development Companies In The United States Alone, But By 2005 There Were Over 30,000 Such Companies. |
| The Outsourcing Weblog - Main Page - Best Practices And Resources For Smart Outsourcing - Outsourcing, Bpo, Offshoring - The Outsourcing Weblog - Main page - Best Practices and Resources for smart outsourcing - outsourcing, bpo, offshoring
PermaLink: http://www.outsourcing-weblog.com/50226711/selling_to_procurement_organizations.php
I recently became interested in the issues that arise when selling to corporate procurement departments. A legal process outsourcing company that I'm associated with is cracking this nut, and the differences between the sales processes are night-and-day.
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Selling to Procurement Organizations
Title: Selling to Procurement Organizations
Filed in archive
Resources
by Gary Zeiss, Esq. on May 10, 2009
© tomsaint11
Like any good writer, my first step was the internet, where I saw several back-and-forth postings expressing lots of frustration from each side of that relationship. From the sales side, there were articles pointing out how a procurement department can, in the blink of an eye, render useless years of relationship-building and good customer service. The articles assert that the personal touch that many sales folks strive gets reduced to a spreadsheet - and "quality relationship" generally isn't measured - or at least doesn't count for near as much as a penny here or there.
From the procurement side, a different frustration is echoed. Here, good people with solid processes and procedures are subverted constantly, as sales people continue to go around them to their corporate "champions," seeking to curry influence and gain powerful allies. When this happens, the procurement manager often finds herself in negotations with her own clients about why BigCo's product or service isn't as good as GiantCo's, even if their box seats at the game were better.
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