5 Myths of Selling Value to Procurement | Chris Provines

Myth #1 – All procurement cares about is price.

While reducing costs – whether through price or other means – is a key goal of procurement, buyers need to keep other priorities in balance in the buying decision. This is why surveys show factors like quality, service, and total cost of ownership ranked higher than price by buyers. Smart buyers know that supply disruption and quality issues can destroy much more value than can be gained by some price savings.

The buyers’ focus on price is not static and can be influenced by the actions of the seller. In studies, researchers have found factors that cause professional buyers to focus more or less on price in the buying decision.

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5 Myths of Selling Value to Procurement – Chris Provines.