Holden Advisors
NOVEMBER 3, 2021
Think: Revenue – Costs = Profit. Works side-by-side with sales to sell value and overcome procurement. Because pricing departments play an important role and many companies are without one—or only have a discount division—I thought it would be a good idea to answer these questions for everyone. Set the right price and you gain revenue.
Holden Advisors
OCTOBER 7, 2021
That means quantifying the incremental profit dollars that drop to your customer’s bottom line because they’ve chosen your product over the alternative's. Let’s say procurement says, “to win this deal, you need to give me a 20% discount." Finally—and probably most importantly—attach a dollar sign. Step 3: Talk with customers.
Hubspot Sales
JUNE 17, 2019
And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Playing by someone else’s rules whose desire is to squeeze all the creativity, differentiation, and profit margin out of our deals is not fun. I don’t work for procurement people.
Holden Advisors
SEPTEMBER 30, 2021
Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. I'm really good with that, as long as we balance it with profit. The biggest problem with pricing to market is that we sell to customers, not markets, and customers use our products in unique ways.
Account Manager Tips
MARCH 23, 2021
Importance of key account management Existing business is cheaper and more profitable than new business. Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Pass it on. Click to Tweet. But (and it's a big but). The answer? Key account management to the rescue!
Red Star Kim
SEPTEMBER 8, 2023
The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. Books on pricing?
Flevy
OCTOBER 23, 2023
The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.
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