Today, more than ever, filling the top of the funnel is proving to be extremely difficult. Speak with any salesperson and you’re likely to hear just how hard selling has become. And while yes, this is true, it’s nothing compared to being the person on the other end – you guessed it, I’m talking about the buyer.
Another rainy trip up north, I thought to myself, turning on the windshield wipers. A recent phone call from Anne, the head of global purchasing, requesting my participation in reviewing some ideas to build stronger partnerships with their inside-outsourcing service providers (IOSPs), was the reason for the trip. Over my forty years as an IOSP, I’d become very cynical and prejudicial towards purchasing departments. As an IOSP to the auto industry, I’d witnessed countless purchasing initiatives resulting in bankrupting IOSPs due to a complete lack of foresight.