Original Source:  http://customerthink.com/why_only_hard_savings_can_close_the_deal/

 

“Sellers are not the only ones obsessed with making their numbers. Buyers have targets too – typically ambitious targets for cost reduction. However, increasingly only hard savings have the power to close the sale.

We all know that buyers are increasingly numbers obsessed. The question is what format must those numbers be in if they are to be taken seriously?

Sellers need to know how the results achieved by buyers are both measured and communicated. They need to understand the challenges the buyer faces in demonstrating value and justifying projects, or purchases. That includes:

– Exactly what buyers can and cannot take credit for

– The controversy that can arise in respect of certain forms of savings claimed

– The likelihood of discounting that will be applied to savings quoted.

– The varying perspectives of particular stakeholders and in particular the finance department….”

Contributors: Open Source
Categories: Industry Articles, SIG U Resource
SRC Type: Category Specific, Finance, Real Estate