How organisations make buying decisions
Who really makes the decisions?
Article published in Global Banking & Finance
When it comes to organisational buying decisions, many people are involved – formally or informally – in the decision to buy things and services. In the major enterprise contract, or strategic investment decision the ultimate client, some technical experts, a couple of lawyers, the budget holder and the people from procurement might all get to have their say somewhere along the line.
In an article about organisational buying decisions, published in Global Banking Finance, David Freedman, Associate Director at Huthwaite International, shares insights into:
- gaining top level approval
- the three categories of people you need to influence and persuade
- how to handle these people according to what role they have in the current buying cycle.