Can We Save Good Business from Being Destroyed by Purchasing Departments?
Purchasing Departments are destroying the World of Good Business… And we can Save the Day Imagine an epic battle. Conjure up a vision of cloven-hooved archfiends dashing the lifeblood of our economy. Think about an ever escalating conflict with carnage scattered back to the 1970s. Visualize a place where one side knowingly operates under false assumptions and poorly conceived ideas skews the direction of whole industries. Am I suffering from a persecution complex? Have I lost my mind? I don’t think so. What’s more, I am about to present some scholarly evidence to support my claim. The claim: Commonly used purchasing practices cause companies to make bad buying decisions. There are tons of articles pointing to price being about number 5 or 6 on most customers' list of priorities. Purchasing agents will wave this stuff around like Old Glory, but I have never bought into the story. Despite all the propaganda to the contrary, experienced salespeople testify; when procu