Posted by Kate Phizackerley on 21:54

At the start of an outsourcing deal, the customer is usually full of enthusiasm for the benefits of the arrangement and can focus entirely on the short term.  It’s easy to forget that 3,5,7, 10 or even more years down the track, that the contract will need to be renewed.  Without preparation at outset, the incumbent supplier could be in a dominant position and able to take commercial advantage of that – at the customer’s expense.  It is vital to plan ahead to the end of the contract – both in the contractual terms themselves, but also potentially in how the whole outsourcing is arranged.

Read more at EzineArticles.

Posted by Kate Phizackerley on 01:27

In the previous post I advised marketeers to give products and ideas a name. The converse applies to purchasers. If something has a name, it may seem more solid and developed than it really is. Equally, if something doesn't have a name you undervalue it so it can be worth stoppping, thinking about it carefully and giving it proper attention

In general there is a dance between marketing and purchasing. Marketeers are attemping to sway purchasers' minds: purchasers need to be aware of that and maintain a level head and look at proposals dispassionately.

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