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Contract Management Services – For The Supplier Or The Purchaser.
Contract management services are the management of purchasing and supply contracts by external consultancy companies. These are two-fold. The first is a service provided to purchasers who require one or more of their contracts to me managed.

A Golden Opportunity
Whenever a product involves people other than the purchaser, then there is an opportunity to market to potential new customers.
The Company You Keep . . .
As the release date for my new book in which I examine "The Unsociable Business of Social Networks" through the vantage point of the So Act Network quickly approaches, I thought that I would provide you with a brief excerpt from Chapter 5 titled "The Company You Keep . . ."
5 Tips to Improve Your Sales Approach When Recognizing Prospects
How do you recognize a prospect or what I prefer to call a potential customer? These 5 tips may help both improve your sales approach and increase sales.
How A Doubting Thomas Affects Your Ability to Increase Sales
With the sales process for many now involving more than one decision maker, this increases the odds for dealing with the “doubting Thomas.” Invariably one of those involved has not been totally convinced that you have earned the sale.
The Insider's Guide to Penny Stocks, Part 2!
Despite all of the warnings, the appetite for penny stocks is greater than ever.   Investors routinely see triple digit gains and think that even if they can capture even a portion of those returns they are ahead of the game.   Sadly this rarely happens, as they become victims of a “pump and dump” scam. Here’s how it works.

All Change Please
Swirling commodity and currency prices, banks that won’t lend, insurance that does not ensure, imperiled ecology and jobs becoming rare. But do we actually want these systems to recover?
Mars and Venus – Part V. Buyers and Sellers Want to Close the Sale for Different Reasons.
Do you remember that last significant sale you made? Do you remember the buzz you felt from the exhilaration of closing? So what did your buyer feel at that stage? Do you know precisely why they felt the way they did? If you can not tell me for certainty, the real reason they finally made the decision to purchase, then maybe this article could help you close significantly more sales.

Mars and Venus Part I. Sales people are from Mars, Buyers are from Venus - Introduction
Many of you are probably familiar with John Gray's famous relationship book, "Men are from Mars, Women are from Venus". In his book, he talks about how to overcome the different way men and women think and indeed often act. Buyers and sellers also have different viewpoints, and not knowing how your audience makes decisions can be disastrous. This series of articles, will take you inside the mind of buyers, to help you fulfil their needs, to create successful commercial relationships. Buyers, like sales people, are also focused on WIIFM, What's in it for me.

How to price for optimum profit - 5 steps
One of the greatest problems that businesses face is getting the pricing strategy right. This article explores the three key factors; all companies need to consider when getting this vital element on target. Missing only one of the three can have disastrous consequences. It is important also to realize that the best solution may also not be the cheapest.
7 + 1 Criteria, business owners should use, when selecting Sales & Marketing Consultant
What makes you different? How do I know I will get value from your services? Why should I use your services, as opposed to someone else? These are questions that I get constantly. I am sure that in your business you get equivalent questions. This article objectively looks at criteria you should use for choosing services like my company's. I would strongly advise you to use this as a template for the products and services that you sell. Do they have a passion to succeed in their own business, which will reflect on what they do for my Business?

State of the market: Around the block
At present we are witnessing a multitude of purchasers and vendors alike who are extremely distressed by current market volatility. Whilst we understand that some people don't like change we need to look at the current situation from the bigger perspective.

Higher profitability based on intelligent management of superior information.
In a slow economy there are still plenty of companies that are making money. How? Business Intellegnce
A “Perfect Vision” and Determined Execution: Laying the Foundations for Sustainable Success (Perfect Commerce Profile)
One might say that perfection is in the vision and execution is reflected in the outcome. If that is in fact the standard by which perfection is measured, then the little company from Kansas City has been appropriately named.
The American Dream, Part II of II
This is part II of a two part article. The first part looks at the questions a prospective business owner must consider when pursing "The American Dream". In part II we will compare buying a franchise or existing business to starting a business from scratch.

Rendering Consequential and Incidental Damage Limitations
This article examines the situation in which a non-consumer purchases a product from a manufacturer who has explicitly stated that no consequential and incidental damages will be paid if there is any defect or other problem with its product. The article posits that the purchaser has or is considering suing the manufacturer for his damages.
How To Successfully Buy Your Second Company
An accomplished entrepreneur who has sold his or her first business often seeks to re-enter the business world by acquiring and operating another company. But the acquisition likely involves new partners and different strategies than those previously employed. This article examines just such a scenario, presuming the reader is the purchaser in question. The article covers the necessary planning, leveraging purchasing power with debt, considering outside investors, and the benefits of professional expertise to ease the acquisition process.

You’ve Got Your New Online Business – So How Can You Ruin It?
Every week thousands of people start their new online business and every week many of them fail. So what can we learn from these failures? Well here’s how to ensure that you ruin your new business.
Finding the Perfect Price for your Service or Product
OK, you’ve got your service or product you want to sell, but how on earth do you work out what to charge? It’s not easy but we will attempt to give you a formula. We’ll use product as the generic term for what ever it is that you are selling.
Top 5 Mail & Shipping Franchise Business Opportunities
Even in recession, the shipping industry sees no dip in profitability. In fact, this year, in the face of economic downturn around the world, the prices of major shipping firms were increased, and though clients weren’t particularly happy about that, business remained, because shipping is a necessary part of most industries.
10 Things a Website Should Do.
A website is much, much more than an online brochure. This article explores ten things your website can and should be doing.
New Zealand Public Sector eSourcing: Transparent Procurement encourages Competition & Investment
It is widely accepted that procurement transparency promotes competition, and that competition is a good thing for economic efficiency and growth. On a national level, it is also interesting to note the positive correlation between transparency and Foreign Direct Investment.
Franchise Legislation in Canada
A brief overview of Canada's franchise laws

Matching the Right Type of Salesperson to Your Customers
The most successful sales managers recognise that all good salespeople must have certain vital skills and motivations. The degree and type required, however, will vary according to what customers need in order to use the product or service. The best strategy is achieved by matching salesperson skills, focus, and motivation to best serve these needs. Market and customer analysis by The HR Chally Group has identified four distinctly different types of customers. They, in turn, respond most positively to four different types of salespeople: - Closers - Consultants - Relationship - Display (Friendly Order Takers)
Tips on Writing Guarantees
Let’s assume you have a brilliant product or service, and you want to make it an absolute no brainer for people to buy it – what can you do? One of the best things you can do is to take away all the risk for the purchaser and give a guarantee. People these days are worried about being ripped off and want some reassurance that you will not do that to them. By offering a guarantee you reassure them of your good intentions and in doing so, you will reduce their resistance to buying your goods or services.

Levelling the intagible playing field of professional services procurement (Beyond Referrals Profile)
“I stated that the worst thing a purchasing person can do when using an RFP to buy professional services is to exclude a project budget. Immediately, a rebuttal was offered, “But if I give them the budget,” stated the attendee, “they are all just going to come in at that budget.” He was right. But he failed to recognize that as a distinct advantage for both the vendor and the purchaser. When everyone’s price is the same, the buyer can compare expertise and value across a consistent price spectrum and purchase the services of the best expert they can afford.” From the PowerPoint “A Decent Proposal”, Cal Harrison, Beyond Referrals (August 2008)

30 Seconds can make you a lot of Dollars
A 30 second follow-up call increases sales 20% to 40% for the top sales producers
The $100,000 Question
"So, what do you think my web-based business worth?", someone recently asked me. I questioned them about previous year’s income, expenses, traffic, page rank, and the amount of effort they put into the business.
Franchise Financial Performance
Your status as either a potential purchaser or merely a curious member of the public partially determines the amount and quality of information you'll be able to discover about the financial performance of a specific franchise. Potential purchasers are able to find out about a franchise's financial performance via the Federal Trade Commission's (FTC) Franchise and Business Opportunity Rule. Under the Franchise and Business Opportunity Rule, franchisors are required to make a series of detailed disclosures to potential purchasers, either in the Uniform Franchise Offering Circular (UFOC) form or in the form provided by the rule.
Developing Passive Income
Passive income is crucial to growing your business in a way that is not dependent on your time input. Passive income is income that comes without you directly having to work for it on an ongoing basis.

SEO Success - Your Call to Action
You have managed to optimize your website, the navigation works and the content is relevant. But what are you asking of your viewer? Without a Call to Action, your website is just a nice place to hang around. Think of the purpose of the website and you will realize that unless you convert that traffic to sales, you've missed the point.
Buying or Selling A Business? Don't Be Ripped Off!
UPDATED FROM AN ARTICLE APPEARING IN THE BUSINESS QUARTERLY, RICHARD IVEY SCHOOL OF BUSINESS

Other purchaser Related Articles

A Golden Opportunity
Whenever a product involves people other than the purchaser, then there is an opportunity to market to potential new customers.
The Greeining of Procurement (Part 2): It's not easy being Green!
Are environmental considerations truly the central element of recently emerging green programs, or are they an advantageous, politically correct by-product of an existing strategy that is linked to more “traditional” motives? While the EcoMarkets 2007 Survey adroitly provided us with an unbiased look into the mindset of the purchaser, the attitude (and actions) of vendors requires equal consideration to accurately answer the “motive” question.

Franchise Financial Performance
Your status as either a potential purchaser or merely a curious member of the public partially determines the amount and quality of information you'll be able to discover about the financial performance of a specific franchise. Potential purchasers are able to find out about a franchise's financial performance via the Federal Trade Commission's (FTC) Franchise and Business Opportunity Rule. Under the Franchise and Business Opportunity Rule, franchisors are required to make a series of detailed disclosures to potential purchasers, either in the Uniform Franchise Offering Circular (UFOC) form or in the form provided by the rule.
Levelling the intagible playing field of professional services procurement (Beyond Referrals Profile)
“I stated that the worst thing a purchasing person can do when using an RFP to buy professional services is to exclude a project budget. Immediately, a rebuttal was offered, “But if I give them the budget,” stated the attendee, “they are all just going to come in at that budget.” He was right. But he failed to recognize that as a distinct advantage for both the vendor and the purchaser. When everyone’s price is the same, the buyer can compare expertise and value across a consistent price spectrum and purchase the services of the best expert they can afford.” From the PowerPoint “A Decent Proposal”, Cal Harrison, Beyond Referrals (August 2008)

Tips on Writing Guarantees
Let’s assume you have a brilliant product or service, and you want to make it an absolute no brainer for people to buy it – what can you do? One of the best things you can do is to take away all the risk for the purchaser and give a guarantee. People these days are worried about being ripped off and want some reassurance that you will not do that to them. By offering a guarantee you reassure them of your good intentions and in doing so, you will reduce their resistance to buying your goods or services.

How To Successfully Buy Your Second Company
An accomplished entrepreneur who has sold his or her first business often seeks to re-enter the business world by acquiring and operating another company. But the acquisition likely involves new partners and different strategies than those previously employed. This article examines just such a scenario, presuming the reader is the purchaser in question. The article covers the necessary planning, leveraging purchasing power with debt, considering outside investors, and the benefits of professional expertise to ease the acquisition process.

Bookkeeping and Home Remodelling
Remoddeling your home can be a popular way of adding value to a property, so long as the refurbishment is done with care. A recent inspection of a detached house in a local suburb revealed a potential ticking time-bomb. The vendor had put in a great deal of time and energy in remodellinmg this simple three bedroon house, and the results looked very presentable. So much so that the vendor had received a firm contract for a prospective purchaser, subject to a report from a local Building Inspector. And then things turned sour.

Rendering Consequential and Incidental Damage Limitations
This article examines the situation in which a non-consumer purchases a product from a manufacturer who has explicitly stated that no consequential and incidental damages will be paid if there is any defect or other problem with its product. The article posits that the purchaser has or is considering suing the manufacturer for his damages.
When selling a small business consider seller financing - Guaranteeing the Seller Note with Insurance
Have you ever asked yourself any of the following? What if something serious happens to the purchaser? In case of tragic events, where will my money go? Will I be protected if the purchaser experiences disability or something worse?

Seller Financing a small business when you sell it – What are Additional Covenants?
Have you worked really hard to establish your business? Is it the time to sell your company? Are you concerned that the new purchaser will make a lot of changes that might hurt (or in fact ruin) the business?

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