As procurement isn’t going to disappear as a function any time soon, firms must learn to be more proactive participants in approaching, navigating and shaping competitive pitches in ways that promote mutual gains for themselves and their clients.
We have seen buyers waste time and money by structuring pitches in ways that destroy value – and sellers lose time, money, and emotional balance by navigating those processes naively.
https://hbr.org/2020/02/how-to-negotiate-with-a-procurement-team?referral=00202&deliveryName=DM69188
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