The Expense Category Manager Doesn’t Include A Large Enough Vendor Sample In Their Industry Analysis There is a well-known saying in the business world: “Always get three bids.” It’s good advice, but I’ve found that it doesn’t go far enough. In the hundreds of expense category analyses that I’ve been involved with, there’s a little

Product/Service Acquisition Decisions Are Made At Multiple Locations By Multiple Team Members Regardless of how good the expense category manager is at negotiating price, vendors always price their product/service based upon the volume purchased or purchase potential of an account. When a company uses a decentralized purchasing process, they’ve changed their profile appearance from the

The Spend Category Manager Is Personal Friends With The Vendor That Provides Products/Services To Your Organization This category may or may not be important depending upon the personality of the expense category manager. It’s long been known within the salesperson community that, all things being equal, people buy from people they know, like, and trust.