Mixed Messages What’s going wrong when buyers and suppliers try to collaborate on strategic initiatives? The challenge Sales and Procurement: Two business functions that are famously at odds with one another. To sales people, Procurement is the enemy to be avoided and excluded from the sales processes. To Procurement, sales people are untrustworthy, corner-cutting wheelers and dealers. But is this the way it has to be? “Our suppliers don’t really deliver innovations”, “they don’t tell us vital information”, “We have to search deeper to find the real reasons behind the rationale” This realisation is putting the spotlight on Procurement: no longer is the function’s main purpose to negotiate better deals and cut costs with suppliers. Procurement, now, is being asked to build relatio

Join for free to read