Workshops
Negotiations “on behalf”
On our blog we have emphasised multiple times importance of proper preparation for negotiations. We have described the methods of improving competences in this area. However, we realize that not all our clients have adequate experience, like to negotiate or have enough time to prepare themselves in the best possible way. That is why we…
Read MoreHow buyers classify suppliers?
How do buyers classify suppliers? Even the most experienced vendors are looking for this answer . Of course, there is no universal classification. Each purchasing organization needs to adapt the process to its needs and the supply management philosophy. We, however, decided to face this difficult task and present one of the most universal classifications.…
Read MoreCorpoDeal – unobvious training for sellers
Are you a seller? Are you wondering how to actively influence purchasing strategy of the the client? How to achieve and then maintain the status of a strategic supplier? How to build long-lasting and profitable relationship? And how to increase the chances of sales development? We know very well that above questions are asked by…
Read MoreThe 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 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…
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