With each passing day, the need for new commercial capabilities becomes more evident – and to support this, commercial groups must change.
Gone are the days when business to business relationships were marked with adversarialism and contention. The narrow views typified by sales and procurement (to a high degree) and legal (to a significant degree) are destroying value. Trading parties must increasingly cooperate to deliver efficient and effective results.
Adversarial and arm’s length behavior carries a tremendous cost. It frequently results in selection of the wrong supplier or confusion over requirements. It prevents proper definition of scope or goals and the creation of effective performance measures or governance techniques. This results not only in expensive claims, disputes and changes, but it adds enormously to operating costs through inefficient use and deployment of resources.
At this week’s IACCM Europe conference, sales guru Neil Rackham acknowledged how the world of selling must alter…
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