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.
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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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