Posts Tagged ‘Buyer Governance’
Buyers Skipping the Sales Rep Say Reps Never Helped Them Decide
When buyers remove the seller from the room, they are deleting activity that never improved the decision. The rep-free preference is not a channel problem. It is a verdict on value.
Read MoreWhen One Person Tracks Purchase Results, the Record Leaves Too
When judgment is concentrated at a named point, value inherits that point’s fragility. A standard governs without one, and it keeps governing after the named person has moved on.
Read MoreWhy Offices Set Up to Track Purchase Results Keep Getting Cut
The industry’s answer to unrealized value is a new office. An office can be defunded. A standard cannot. The remedy arriving as furniture is a category error.
Read MoreBefore Trusting an AI Model, Set Rules for the Data Beneath It
Buying the model and calling it done leaves the foundation ungoverned; a standard sets what value must satisfy beneath the model, before anyone certifies anything.
Read MoreDefine Success Before the Vendor’s Product Defines It for You
A tool arrives with a definition of value already built in. If the buyer has not written one first, the tool’s definition becomes the buyer’s by default.
Read MoreYour Rules for Judging Purchases Go With You to Your Next Job
Buyers carry what worked to their next company. A published value standard is the most portable thing they own, and it travels with them while the vendor relationship stays behind.
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