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Valuing Your Vendors' Participation in Buying Groups: A Strategic Context for Contract Negotiation
Industrial buying groups consistently solicit manufacturers and service providers for participation often based on inadequate information and incremental volume forecasts. In this white paper, Matthew Tullai, Principal of Frank Lynn & Associates, carefully develops a fact-based business framework that manufacturers can use to evaluate whether to participate in buying groups and how to confront the negotiation of the buying group contract.
To download your complimentary copy, please click the box below.
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| March 18, 2010 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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