Many procurement organizations don’t realize they are in a virtual death spiral when it comes to cost-cutting. Procurement organizations that constantly demand lower and lower costs (often having a metric known as Purchase Price Variance) often find themselves in a painful death spiral with the companies’ supplier relationships. When a company gets in a tit-for-tat clash […]
buyer-seller relationships
Forbes — September 2015
Harness — Don’t Fight — Powerful Suppliers Forbes article by Kate Vitasek published on 21 September 2015. As buyers we often find ourselves in the unenviable position of having a supplier that we cannot live without, either because they’re the only provider of a product, service, or software application, or because the cost or risk […]
Outsource Magazine — May 2014
Villena, Revilla, Choi: Breaking down the “bright” and “dark” side of buyer-seller relationships Outsource Magazine column by Kate Vitasek published online on 7 May 2014. If you’ve been in the outsource industry for more than five minutes you probably know that buyer-seller relationships are, well, complicated. And just when you think you have the collaboration […]
