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Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. The buyers journey has become a complex negotiation requiring diplomacy, deep understanding, and the ability to build cross-functional consensus.
Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Often, pricing becomes the focus of these negotiations. Pricing is one of the five considerations for procurement Do You Know what the Five Rights of Procurement are?
Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. So targeting is often more important and more challenging.
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