The sixth and final step in the B2B buying process is supplier evaluation by the Buyer Organization. And frankly, no one likes being judged! But evaluations are a must in every aspect of life – if we are to develop,improve and evolve.So too with supplier evaluation. As a B2B marketer it’s good to have a growth mindset. Because it keeps you and your organization nimble and agile no matter what the changes in technology and globalization.
Once you get the purchase order (PO) as a new supplier: Congratulations! Your B2B relationship just started. How? It gives you a reason to stay in touch. It allows you to designate account managers who manage the account. Depending on your industry the relationship manager at the selling company keeps track of everything going on. In software and SaaS businesses the “Customer Success” role tries to help the customer get the most out of your product.
The 4th Step in the B2B Purchasing Process is comparison of bids received. This can be a great B2B Marketing Opportunity for new suppliers trying to get in .
The third step of the B2B Purchase Process is the Request for Proposal (RFP). As our dear readers have learnt, just because the job description is detailed and you check all the boxes, you do not get a job interview! Similarly, from the point of view of the B2B Marketer responding to RFP’s does not mean that there is equal opportunity for all vendors.
In Step 2 of the B2B Buying Process, the buying organization develops the Product Specifications/Scope of Work (SoW). This is the document that will be put out for request for proposals (RFP) or tenders. If you have never supplied to the buying company, and you are generally capable, you can face a sudden roadblock. That roadblock feels similar to rigged job descriptions that our dear readers have all experienced.
If you research “B2B buying process” you’ll come up with the steps that a business goes through in the B2B buying process. These include (1) Business need recognition (2) Developing specifications of what will meet the need (3) Request for proposals (RFP) (4) Comparison of proposals/bids and negotiate with suppliers (5) Purchase order placement (6) Delivery and receipt of goods or services (7) Evaluation of suppliers.
“How does a sales person identify the influential members of the buying center?” is an
important question that sales people constantly wrestle with. While “Buying Centers” have influencers, they may not be the most powerful i.e. influential and it is best to identify potential users of your product or service who will become your advocates because your offering is so appropriate. In other words, remember that those who are “influential” in organizations are so because they champion stuff that is right for the
The IBM Study (Accessed February 2009) points out that visibility and risk are important concerns of supply chain managers. The summary of the report suggests that companies seem to be more in touch with their suppliers than their customers when it comes to aligning supply with demand. More bluntly the buy side and the sell side have little clue about what’s developing on either side of the firm’s value chain.