Author: Mark Kusionowicz
I have written before about the changing relationship between buyers and sellers that is being driven by online content and social media. Purchasers now have upper hand and typically travel a long way along the buying journey before even engaging with the selling organisation. It also means that this knowledge now makes it easier to change suppliers, and so they have to add ongoing business value to keep a happy client. I have tended to focus on what it means for my profession, Sales and Marketing - but what does it mean for Procurement?