Tuesday, February 22, 2011

What purchasing officers want to know

1. What are you selling? What are the specs? Describe the product

2. How are you going to reduce my total cost of ownership?

3. How are you going to reduce my business risk?
(Reputational risk, financial risk, delivery risk)

4. Show me that you are credible. Why should I believe you?

5. Logistics: Where are your operations? Where do you deliver?

6. How do you help me meet non-financial goals?
Diversity: Are you a minority-owned business, woman-owned business, etc?
Environmental sustainable: Tell me how you are greener than your competitors

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