cost of intangibles

In business, the team that makes the best decisions usually wins. Companies know this, and apply rigorous research and analysis to get to the right outcome. The problem is that the process and facts are often trumped by emotion and bias; and FEAR overwhelms opportunity. This is especially true when companies make buying decisions. Fear…
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There’s a fine line between perseverance and stupidity. If you’re Caesar at the Rubicon, or President Muffley in Dr. Strangelove, you may be out of options. You have to stay the course. Business scenarios, however, rarely reach that level of drama or total commitment. Even so, you may have heard some of these Expensive Sentences®…
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There’s no question that trust is essential to good relationships, and highly valuable in business. So, it doesn’t surprise me when I hear a sentence like this: “I trust those guys. It’s not worth it for me to switch vendors just to save 10%.” While there’s more than a kernel of truth here, this card…
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When you look at a vendor’s invoice, do you ever feel like you are missing something? Is there a difference between the total on the bill and how much it really costs? Every company should review their expenses on a routine basis. (We do this via a Buying Excellence Payables Review.) But the bills you pay…
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