Most sales organizations have two kinds of salespeople: individuals who actively go after and get new deals, aka “Hunters;” and those who grow and nurture existing relationships, aka “Farmers.” Using this concept, this whitepaper explains why procurement organizations continue to fail at allocating the right resources to hunt new deals and manage supplier relationships to add value consistently and holistically throughout their enterprise.
Additional Resource
Hunting and Farming Suppliers
A Perspective on Effective Enterprise-Wide Supplier Risk and Performance Management | 2012 SIG Global Sourcing Summit
Categories: SIG U Resource, Whitepaper
SRC Type: Policies, Procurement Operations, Sourcing, Strategy, Trends