A call to action – be a part of a ground breaking research project and tell us what you think about the current state of Buyer / Seller Relationships. (See our survey link below)
We have previously written about the importance of healthy buyer-supplier relationships and how we are approaching a rather worrying state where buyers are chasing suppliers in a race to the bottom.
But, what can be done to improve the buyer-supplier relationship and avoid this outcome? What can suppliers do?
As a supplier, do you feel valued by your buyer organisations? That your insights are sought, that your innovations are appreciated, and that dialogue on prospects and performance is open?
From the procurement side, the perception seems to be that buyer/ supplier relationships are failing to deliver their true promise and value.
Maybe there’s some miscommunication between the parts, or maybe there’s a lack of understanding on what a good partnership between buyers and suppliers can do for the organisations involved.
Either way, value is being left on the table, value which for the buyer includes insights into supply chains, processes, technologies and industry trends. For sellers, it represents forecasting, efficiency, predictability and the satisfaction of a job done expertly.
But all those are assumptions based on observation and experiences of a few.
What do you value? How do you manage buyers? What do you think of their expertise? Their ethics? How do they incentivise and interest you? What part does innovation play in your relationship?
Help us to establish and present the perspective of the seller on these topics and others by participating in our research “Buyer/ Seller Relationships – Partnerships or Transactions?” This initiative has arisen from our growing conviction of the need for better dialogue between buyers and sellers. This research differs from other studies in that its focus is the supplier’s perspective.
The survey will take under 30 minutes. We hope to have the results ready to share by July. Your valuable response will contribute to research conclusions that will stimulate debate and change in this arena. These conclusions may appear in publications and conferences and may also support academic papers.
Change begins with education. Let’s create a body of knowledge that we can use to start the process of dialogue. Let’s create clarity about what good and poor relationships look like and what contributes to them.
Only then can we start to talk about how buyers and sellers can forge relationships that both parties view as positive and valuable. A conversation that’s overdue.
Please follow this link to complete the survey BBBR2015 (now closed)
Remember everybody lives by selling something.
Author: Sue Barrett, www.barrett.com.au
Sue Barrett is the founder and CEO of the innovative and forward thinking sales advisory and education firm, Barrett and the online sales education & resource platform www.salesessentials.com. Sue was the first in Australia to get Selling a university qualification and has written more than 600 blog posts and 21 e-books on sales and with her team produces the ‘must read’ Annual 12 Sales Trends Report. Striving for better sales practices and improving sales teams and operations, Sue is a Sales Philosopher, Activist, Strategist, Speaker, Trainer and Adviser. Get to know her further on Twitter, Facebook, and Youtube.
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