What are some of the burning issues faced by bid and proposal managers? What can buyers do to improve their own sourcing processes and boost efficiency and competition? Graham Ablett and Andy Moorhouse find out.

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This study illustrates how the world's largest organisations are trying to improve their corporate negotiation performance. It shares unique benchmarking data and real world examples of best and worst practice. It gives an insight into ten critical performance areas and suggests ways to transform negotiation from an individual competency into an organisational capability.

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The rise and spread of external procurement consultants poses a real challenge for many sales professionals. So what are the best strategies to use?

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The rise and spread of external procurement consultants poses a real challenge for many sales professionals. The consultants are seen to block direct client access and limit sellers' influence over the specification. But the biggest issue for many organisations is how their win rate is unfavorably impacted. So what are the best strategies for dealing with these procurement consultants?

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With strategic procurement 'transformation' being a board level priority for many companies and aggressive tools such as reverse e-auctions being unleashed, how can sales professionals manage the procurement relationship to ensure their products and services are not treated as a commodity? Please read on for our latest research insight into the view from the other side!

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Mr B.N.Jha describes the initiatives taken to transform Tata Telecom from a loss-making organisation, to the market leader in their segment of the Indian telecommunications market. The skills training needed to implement the strategy was supplied by NIS-Huthwaite in India.

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The transformation of procurement to front-line strategic weapon has had a dramatic impact on the buyer/seller landscape. So how do you fight back?

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