Can contracts boost trust?
6th July 2015 | Tim Cummins
As businesses start to compete on their ability to perform and deliver results over time, contract terms are becoming the new platform for successful selling, argues the IACCM’s CEO Tim Cummins.
Successful selling has never been an easy task.
As time passes, it seems to become harder. Buyers are increasingly informed, aggressive and often cynical. Internet search has disrupted the traditional process of supplier evaluation. E-auctions have disrupted the traditional process of bidding. Compliance and contract standards have disrupted the traditional process of negotiation. And now, with many economies facing a period of deflation: even the threat of price increases has disappeared from our armoury.