Embrace the future – it is here today

Commitment Matters

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…

View original post 177 more words

About HalGood

Accomplished business professional with over 30 years experience in public and private procurement and public-private partnerships. Portfolio of complex projects for major university hospital, airport, convention center, and city & county government agencies. Member: California Earthquake Early Warning System (CEEWS) Management Committee. Inducted into the CPO Rising Procurement Hall of Fame, Harvard Club, Boston MA - 2016

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: