The Game Buyers Play with Vendors – HBR

Here is another heads-up today, just in case you are not already aware.   Article defines today’s processes very well.  Operations and procurement

Excerpt: Once you figure out how you’re being played, the sales strategies are simple. If you’re a rabbit, you’ve got two choices. You can ask tough qualifying questions to try to become a serious contender for the business, or you can walk away and not waste your time. If you’re an advantaged player, you should bluff. The only question is whether you want to bluff hard, …

Read full article via The Game Buyers Play with Vendors – Reed K. Holden – Harvard Business Review.


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