Unpacking Best Value TCO White Paper

Understanding and Embracing Value Based Approaches for Procurement 

Probably no other topic creates as much apprehension between two companies as trying to determine a fair price. The conventional procurement process pits buyers and sellers on opposite sides of the table. Classical negotiations training uses tradeoffs and concessions as tactics in order to get the best possible price (or preserve as much margin as possible if you are a supplier). A win for the supplier means a loss for the buyer. The result? A zero sum game. A mindset where the parties fight over taking bigger slices of the pie instead of combining talents to make a bigger pie.

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Case Study 3

Click to see a case study showing how creating a compelling place to buy can provide a foundation for sustainable business growth.

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Case Study 2

Click to see a case study showing how creating a compelling place to work can help retain key staff and have a dramatic affect on your business.

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Case Study 1

Each of the four quality business practices needs to be strong and they need to fit. The following case study illustrates how the structure, distinctive capabilities and senior team must all support the strategy and reinforce each other

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