How to Avoid Being Relegated to Procurement Agents or Other Pretending Buyers

Do you know that nearly 2,500 left-handed people die every year as a result of using products meant for right-handed people?
If you're right-handed, maybe you've never paid attention to this little detail of life on planet Earth, but I mention it because even more boutique consulting firms kill their bottom lines every year by trying to grow it using the wrong tactics.
Instead of making connections with real buyers at boardroom level, they make connections with various agents at procurement level.
Or even if they get into the boardroom, they do something that triggers decision-makers to relegate them to the purchasing department.
And what's going to happen there?
They get told...

"If you want to play the game, you have to march to the beat of our drum."

At this point, everything is lost. Sellers can never again connect with real buyers; they can communicate only with the purchasing department.
And we know that anyone who deals with the purchasing department is regarded as a fungible vendor. Sort of proverbial bastard child.
Have you considered that lawyers and accountants don't do business with purchasing departments? Their names and numbers are on top executives' speed dials not on some sticky notes being tossed around in the purchasing department.
But then how come so many consulting firms with brilliant offers get referred to procurement, basically consigned to oblivion.
Procurement is one of the dumping grounds of companies.
As HR is a dumping ground and a bottomless pit for jobseekers, the purchasing department is a dumping ground and a bottomless pit for vendors, suppliers and other not-too-highly-respected professionals.
And that raises the question...
And this is what we discuss in this month's dysphoricly euphoric episode of Commando Consulting, entitled, How to Avoid Being Relegated to Procurement Agents or Other Pretending Buyers.
Enjoy!