Author Dr. Pascal Evertz

The more information you have to process, the more you have to think and complex it becomes. Use the language of metrics and focus on the core of your message, preferably substantiating it with facts and figures. An example. We achieve a customer satisfaction score of 8 (scale of 1 – 10), which we measure […]

It is often said that salespeople should talk less and listen more. Of course, a salesperson must understand the needs of a customer. But, he also has the best expertise to meet those customer needs adequately. So let the salesperson tell you the best solution, and don’t talk too much as a client (buyer). Encourage […]

What you give is what you get. Be transparent as a client or supplier. So do not shift risks to the suppliers and think it is their problem. Because, in the end, you will always be presented with the bill. Make risks transparent early in the supplier selection process, be fair and look for joint […]

Anyone who has ever followed a supplier evaluation process knows by definition that people are subjective. People interpret the information in offers or supplier proposals in their way. Processing a lot of information also takes the necessary effort. Everyone reads what they want to read to a greater or lesser extent. Even with solid substantiation […]