Tony C
Supply chain strategist and optimizer, consultant and interim exec, MD of Acuity (Consultants) Ltd
What confuses you most about customers' purchasing strategies?
In businesses where I've worked, both as an employee and a client, I've seldom come across any initiatives where Sales and Purchasing share and learn from each other's perspective on the customer/supplier relationship.
As purchasers we are developing methodology, strategies and tactics, for example, to swing the balance of power in our favour, or extract more value from our suppliers. Some of these are intentionally adversarial and meant to keep the suppliers guessing; others are initiatives to improve the supply chain, build relationships and offer opportunity for mutual benefit. In my experience, supplier insights to our schemes are often limited.
From the sales perspective, where would you benefit from a better understanding of customers' purchasing strategies?
Answers (1)
Subroto R
Strategic Services for Global B-to-B,supply chain and innovation
Best Answers in: Quality Management and Standards (1)
Yes, historically the buy side of firms have been adversarial and that meant short term,transaction orientated deals rather than long term buyer-seller relations. Things are changing however, with top management seeing the value of collaborative relations both on the buy side and sell side of the firm. Also the emergence of SRM (supplier relationship management) - the mirror of CRM and supply base rationalization initiatives. One problem is that new suppliers will find it harder to get in with bigger firms. Check out my blog posts below...
