Gartner Research

Approaches to Shape Business Partners’ Buying Preferences

Published: 03 April 2019

ID: G00707581

Analyst(s): Procurement Research Team

Summary

Influencing business partners on what, when and how they buy ensures procurement’s full value delivery. To achieve this, procurement leaders focus on three solutions: generate high-quality ideas, get involved earlier in the buy and ensure staff have the business acumen to credibly sell insights.

Table Of Contents

Introduction

Why It’s Hard to Shape Buy Preferences

Defining Procurement’s Ability to Advise the Business

Negative Consequences of Foregoing Procurement’s Advice

Current Approaches to Increase Utilization of Procurement’s Advice

Generate High-Quality Ideas

Get Involved Early

Business-Savvy Procurement Staff to Deliver Advice

Conclusion

Recommended by the Authors

About This Research

Endnotes

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