The #LDInsight chat on Friday last week asked “How can we make procurement processes work more effectively for L&D and OD services?”.

Lots of comments in the chat suggested it was about developing better relationships and being people focused.

I was reminded of this comment I saw in a recent LinkedIn report:

…there are several people of influence
involved in a typical B2B purchase. In fact,
there is an average of 6.8 people involved
in each B2B purchase decision, according
to CEB.

LINKEDIN’S DEFINITIVE GUIDE TO
SELLING TO MULTIPLE
DECISION-MAKERS

If you know there are 7 people involved in the purchase, that means there are a lot more connections, relationships and engagements we should be making.