It surprised me to hear recently that sales people believe that Procurement Managers don’t give in during negotiations because every penny they give as a concession has a direct impact on their bonus. I wish – in my many years in procurement I have never been paid a percentage of the value add / negotiated [...]

The next time you are meeting with IT Procurement ask them about their savings targets. It is often said that, all that IT Buyers care about is savings, but let me lift the lid on what type of savings they are really after – because not all savings are weighted equally. Ideally IT buyers are [...]