Tata Telecom achieve leadership position 

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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Research shows business issues bring sales success 

Imation

Imation, a leading supplier of colour proofing products to the printing industry, looked to develop the skills of its sales force and measure the resulting improvement in sales success. A focus close to Huthwaite's core thinking.

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Selling in the 'brave new world' of procurement 

Published in Winning Edge

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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Procurement: Learning to play the game 

Published in PM magazine

In recent years procurement has been transformed. This has had a dramatic impact on professional services organisations faced with a new breed of procurement specialist.

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Strategies for reverse auctions 

Huthwaite SAMA Webinar Recording (1 hour)

Today's procurement professionals have well-defined methods for commoditizing your offering by reverse auctions. Strategic account managers and executives at many companies report feeling powerless and nervous as the process strips away any discussion of added value to focus solely on price. In the face of this onslaught, how should SAMs respond? This webinar shares real-world stories of how global organizations are learning to play the game and successfully combat reverse auctions. Author: Andrew Moorhouse, consultant, Huthwaite International

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Playing the game - effective strategies for combating reverse auctions 

In the battle to achieve bottom-line results and improve shareholder value, global organisations have made huge investments in advancing and developing their procurement function. This article, published in the Strategic Account Management Association (SAMA) magazine Velocity, shows how suppliers are fighting back.

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Suppliers disrupt e-auctions 

Suppliers are attempting to undermine procurement's use of reverse auctions, research has found.

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Don't Mention the 'P' Word 

Procurement. Often viewed by suppliers as people who see the cost of everything and the value of nothing. However, their ability to mitigate fiscal pressures through the delivery of bottom line cost savings means that procurement is not seen as such a dirty word by the people that count – the board.

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Insight into the changing role of the procurement professional 

White paper

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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