The Secrets of Success in Marketing

154 PART 3 Don’t keep it secret: get the story across

importance. This can be a useful exercise in developing busi-

ness, because it can build a level of dependency that is

important to account control.

Purchasing professionals

Purchasing professionals are usually the key figures in a pur-

chasing team. While they may not take sole responsibility

for decision making, they are likely to be the team leaders

and will remain your main point of contact. Many companies

operate a preferred supplier programme and, to be recog-

nised, you may have to meet a detailed list of criteria. The

purchasing department is instrumental in mana