The Other Side of the Table: Strategic Sourcing from a Sales Executive's Point of View

ISBN-13: 9780997684209 / Angielski / Miękka / 2016 / 192 str.

Todd a. Leonard

Opis

Strategically sourcing a need, particularly a challenging or complex one, can be an intimidating process. Where do you start? When do you use a "strategic sourcing" approach versus "buying?" How do you find the right pool of potential partners and then narrow down to the optimal partner who will solve your need? How do you know when you have the best-fit solution? Todd A. Leonard guides individuals through a methodical process of how to strategically source any need, such that the outcome is good for both organizations. This includes using Requests for Information, Requests for Proposals, understanding the financial business case, and ensuring there is a measurable return on investment. This process also addresses the important elements of negotiating a good contract and leads individuals through the critical components of the implementation, ensuring that you and your company realize long-term benefits. With more than 30 years of experience as a sales executive, Todd addresses the strategic sourcing process from his perspective - called The Other Side of the Table. Supported by real-life examples, you will have the tools to be a better sourcing executive while gaining insight into what goes through the mind of a sales executive.