B A 370 Lecture Notes - Lecture 9: Masculinity, Foreign Exchange Controls, Individualism
Document Summary
In most countries, government is one of the largest purchasers of goods. Need recognition > product specification > rfp process > proposal analysis, vendor negotiation, and selection > order specification > vendor performance assessment using metrics. After recognizing the need and considering alternative solutions, create a list of potential specifications. Vendors or suppliers are invited to bid on supplying required components and services. Purchasing company may simply post its rfp needs on its website, work through various b2b web portals, or inform their preferred vendors directly. Buying organization evaluates all the proposals received in response to an rfp. Often severn vendors are negotiating against each other. Considerations other than price play a role in final selection. Firm places the order with its preferred supplier. Exact details of the purchase are specified, including penalties for noncompliance. There are a multitude of ways to enhance b2b relationships, including: White papers prepared by b2b marketers provide information while not appearing as promotion.
