Procurement departments are perceived as only being focused on reducing prices, so many suppliers will avoid procurement where they can. Instead focusing their energy on building relationships and providing value for business unit contacts. So, suppliers only deal with procurement when they are forced to.

But is this too big a risk, how much influence do procurement have in your industry and how quickly is this influence growing?

Account Management, Gary Peacock, SAMGary Peacock6 June 2016Procurement, AM, Account Management, SAM, Strategic Account Management, KAM, Key Account Management, Value, Commodity, Business Results, Reduce Costs, Manage RiskComment