August 2017
Intermediate to advanced
248 pages
5h 59m
English
Content preview from Malcolm McDonald on Key Account Management
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The purchaser’s matrix
Initially focused on direct materials and components, the reach of the procurement professional has extended into all aspects of corporate spend, from travel and stationery to IT software and professional services.
At the same time as this extension in the reach of procurement there has been a huge investment in people and systems. The modern procurement professional sits at the centre of an information web with almost limitless access to suppliers and prices.
The paradox is that they often know more about suppliers’ prices and supplier markets than they do about their own business. Frequently, information on total cost of ownership, downtime, disruption, customer warranty claims and potential reputational damage is hard ...
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