Posts Tagged ‘Buyer Governance’
When a Purchase Disappoints, the Original Claims Are Missing
When a purchase disappoints, the standard advice is to return to what was promised before the commitment. It only works if someone wrote those promises down in a place the review can find.
Read MoreWhen Vendors Measure the Value You Get, Keep Your Own Record
Vendors and their partners are building funded programs to define and measure the value their customers get. That is real progress, and it makes the buyer’s own record more important.
Read MoreOutcome-Based AI Pricing Still Lets the Vendor Keep the Count
Outcome pricing now lets the buyer pick what it pays for, but the count still lives in the vendor’s platform, and the event on the invoice is rarely the result the purchase was approved to produce.
Read MoreKansas Paid $2.8 Million and Plans to Return to the Old System
Kansas paid $2.8 million for 16 deliverables and plans to revert to the system it meant to replace. A Kansas monitoring record and a Michigan audit show what goes missing when the people watching a contract change.
Read MoreBusiness Cases Budget the Software and Assume the Change
The cost of changing how people work rarely appears in an investment case. Written down as conditions the business agrees to meet, it can be staffed and budgeted before approval and checked at the review afterward.
Read MoreThe NHS Standard for Buying Medical Tech Never Checks Results
The Department of Health and Social Care published a national standard for value in medical technology in June. Every mandatory line in it is about weighting a tender, and the word verify appears nowhere.
Read MoreWhy What Was Sold and What Was Delivered Never Get Compared
A sale closes against a promise the account team never sees written down and inherits anyway. A buyer-governed standard, set before the first conversation, holds both teams to one document.
Read MoreWhen Buyers Define Success First, Sales Conversations Change
Sellers convene the value conversation, host it, and keep the record. Inside a governed system the geometry reverses: the buyer defines value first, and the seller operates inside that definition.
Read MoreThe US Government’s AI Contract Clause Tests Everything but Value
The largest buyer on earth claimed the right to test its AI vendors on terms it alone controls, and attached consequences to everything except whether the value arrived.
Read MoreSet the AI Value Test Before the Budget Is Spent
Eighty-four percent of finance organizations have adopted AI or plan to. Seven percent report high impact. The market’s answer arrives after the spend. A standard binds the claim before it.
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