The new competences of Buyers
To keep pace with market trends, purchasing is evolving with unprecedented dynamics. Companies invest huge resources in activities aimed at increasing the role of purchasing departments. The goal of the investment is to get buyers out of the traditional role of “cost guards” and increase the potential added value they can bring to organization. The…
Read MoreAnxiety is an enemy of business negotiations – how to deal with it?
Anxiety often accompanies the process of preparation for business negotiations and often adversely affects their progress and results. In order to ease their fears, the negotiators make decisions that may torpedo their efforts – for example they present too low first bids, react too quickly or make violent concessions that lower the achievable result. How…
Read MoreBusiness negotiations – goals versus relationships with suppliers
Many times we wrote about business negotiations – the importance of adequate preparation and training to avoid “traps” sets made by “the opponent”. This time we will focus on determining and achieving the goal. Do you always should ask yourself the highest goals? Is it worth focusing solely on your own interests in the negotiation…
Read MoreHow to cushion the impact of hard business negotiations on long-term relationships?
In the previous post, we discussed the potential impact of ambitious goals and tough negotiations on business relationship. However, there are situations in which such tactics are necessary. Is it possible to generate SATISFACTION in the process of tough business negotiations? YES! In this case, apart from hard negotiation knowledge, we recommend soft skills. Sorry,…
Read MoreIndividual work with suppliers in the purchasing strategy
The future of purchasing departments and supplier management will depend on their ability to provide enterprises with measurable value. The ongoing industrial revolution is imposing improvement of efficiency, innovation, higher levels of customer service and better fulfilment of his specific needs. And, as a result, it should improve competitiveness of the company. In the opinion…
Read MoreDigitization of the supplier management area – the most important benefits
Supplier management is an area that traditionally requires the largest participation of people. However, as is the case in other departments of the company, innovative technological solutions allow you to optimize the efficiency and commitment of employees of the purchasing department. Let’s look at the benefits that digitalisation of this area can bring. Increased efficiency…
Read MoreHow to deal with back door selling?
At this year’s “XI Purchasing Forum”, we discussed the risks associated with selling the back door. The received feedback reinforced us in the belief that this is an interesting topic and that’s why we decided to write a short text about it. Implementation and monitoring of the negotiation strategy Everyone is exposed to backdooring activities.…
Read MoreEveneum on “XI Purchasing Forum” – Backdoor Selling
As previously announced, we were present at the “11th PurchasingForum”, which took place on June 15-18, 2018 in Warsaw. What’s more, Rafał Dados – Managing Partner Eveneum – had the pleasure to moderate a discussion panel on the phenomenon of backdoor selling. The subject was very interested in the Forum guests, and the level of…
Read MoreBackdoor selling, means business negotiations without negotiations
Business Negotiation is a complex process – for both the seller and the buyer. It is no wonder that both parties use a variety of techniques aimed at securing their own position. One of the most popular is “back door selling”, which sometimes enters the borderline of business ethics. High-level managers are increasingly aware of…
Read MoreChanging priorities in supply chain management
The focus on USP (Unique Selling Proposition) modifies the way of thinking in many organizations. Improving the speed of reaching the market, product innovation or ensuring the highest quality of service for customers – these are examples of challenges faced by competing companies. The implementation of the USP requires coordinated efforts in all areas of…
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