How to optimise your organisational buying decisions

Published in Global Banking and Finance

When it comes to organisational buying decisions, many people are involved – formally or informally – in the decision to buy things and services. In the major enterprise contract, or strategic investment decision the ultimate client, some technical experts, a couple of lawyers, the budget holder and the people from procurement might all get to have their say somewhere along the line.

In an article about organisational buying decisions David shares insights into:

  • gaining top level approval
  • the three categories of people you need to influence and persuade
  • how to handle these people according to what role they have in the current buying cycle.
View article

Download our benchmark study of some of the world’s largest organisations. Discover their top ten factors for negotiation success. This report is important reading for anyone evaluating their company’s negotiation capability and / or considering a skills improvement programme.

Download Report

Contact us

Talk to our experts

We can work with you to develop a skills programme designed not only to align your team to a world class model but help ensure permanent behavioural change for long term ROI. Call us or submit your details using the contact form below.

Call us: +44 (0)1709 710 081

By submitting your request you are agreeing to and accepting Huthwaite International’s Privacy Policy and website Terms of Use. Please keep me informed by email of solutions, insights and offerings from Huthwaite International.

By | 2017-10-10T13:01:58+00:00 September 8th, 2015|Categories: Procurement, Procurement articles|
David Freedman, Director of Sales
David is Huthwaite's Director of Sales. He is a Fellow of both the Institute of Sales Management and of the Association of Professional Sales, sits on the Management Consultancies’ Association Council and is former Chairman of the Chartered Institute of Public Relations MarComs group. He speaks all over the world, from conferences and exhibitions including World of Learning, SAMA, APMP and many international business organisations. He has also been on the judging panels for the National Sales Awards and the National Business Awards.