{"id":709,"date":"2023-12-14T11:00:00","date_gmt":"2023-12-14T10:00:00","guid":{"rendered":"https:\/\/legrandblogdelavente.halifax-consulting.com\/en\/?p=709"},"modified":"2024-05-23T18:24:18","modified_gmt":"2024-05-23T16:24:18","slug":"did-you-say-tco","status":"publish","type":"post","link":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/","title":{"rendered":"Did you say TCO?"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies. Often feared (or avoided) by salespeople, it&#8217;s actually useful to understand them so as to approach them more effectively. What are their specific concerns? How can we turn them into allies?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\">The 3 main concerns or &#8220;levers&#8221; of a buyer can be stated simply:<\/h3>\n\n\n\n<ul><li>\u201cBuy Less\u201d: One simple way to save money is to consume less, to cut down on waste. Do we really need to buy this or that product? Do we really need it in such quantities?\u00a0<\/li><li>\u201cBuy Better\u201d: It\u2019s more complicated here, because we\u2019re going to have to change the habits of internal users, to do things differently. Typically, when we digitalize processes or implement innovations.<\/li><li>And, of course, \u201cBuy Cheaper\u201d: buy cheaper and negotiate better with suppliers.\u00a0 The most visible and often caricatured part of the buyer\u2019s job.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Of course, it&#8217;s always in the supplier&#8217;s best interest to lead his purchasing customer into the Buy Less and Buy Better arena and find an objective alliance with the purchasing department, rather than sticking with Buy cheaper and getting &#8230;fleeced!<\/h3>\n\n\n\n<p>In all cases, it&#8217;s a good idea to rationalize decisions across the 3 levers, and use the TCO (total cost of ownership) technique to shift the discussion away from pricing. Or LCC (Life Cycle Cost), which studies the impact of a solution over time.&nbsp; Over and above visible costs (price, delivery, installation, testing, inspection), there are other, less visible costs that are just as essential to the successful integration of the purchase (storage, after-sales service, training, security, updating costs, lead times, etc.).<\/p>\n\n\n\n<p>Thus, helping the buyer to reduce, better control or optimize his indirect costs, as well as his hidden costs, will be one of the first sources of value creation on the part of the value seller. It&#8217;s therefore a good idea to discuss these points with the buyer as early as the prospecting discussions, to establish credibility and, above all, differentiation.<\/p>\n\n\n\n<p>Knowing how to argue the financial case will also improve your chances of cooperating better with other company functions, for example if the buyer operates in a silo and doesn&#8217;t want to open the discussion on other costs that are not within his purchasing budget. &nbsp;<\/p>\n\n\n\n<p>Today, TCO is taking on critical importance in all risk-related discussions, particularly in terms of how to integrate the hidden costs of poor performance according to <a href=\"https:\/\/greenly.earth\/en-us\/blog\/company-guide\/esg-criteria-what-you-need-to-know\">ESG criteria<\/a>. It&#8217;s a key challenge for many sales forces to know how to better engage their customers in &#8220;<a href=\"https:\/\/www.halifax-consulting.com\/en\/training\/our-other-sales-trainings\/sustainable-value-selling\/\">Sustainable Value Selling<\/a>&#8220;, see our training courses on this subject!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies. Often feared (or avoided) by salespeople, it&#8217;s actually useful to understand them so as to approach them more effectively. What are their specific concerns? How can we turn them into allies? The 3 main concerns or &#8220;levers&#8221; of a buyer can be stated simply: \u201cBuy Less\u201d: One simple way to save money is to consume less, to cut down on waste. Do we really need to buy this or that product? Do we really need it in such quantities?\u00a0 \u201cBuy Better\u201d: It\u2019s more complicated here, because we\u2019re going to have to change the habits of internal [&hellip;]<\/p>\n","protected":false},"author":17,"featured_media":18543,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Did you say TCO? - Halifax Consulting \u2013\u00a0EN<\/title>\n<meta name=\"description\" content=\"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Did you say TCO? - Halifax Consulting \u2013\u00a0EN\" \/>\n<meta property=\"og:description\" content=\"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/\" \/>\n<meta property=\"og:site_name\" content=\"Halifax Consulting \u2013\u00a0EN\" \/>\n<meta property=\"article:published_time\" content=\"2023-12-14T10:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-05-23T16:24:18+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.halifax-consulting.com\/en\/wp-content\/uploads\/sites\/3\/2024\/04\/sales.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1140\" \/>\n\t<meta property=\"og:image:height\" content=\"350\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Marine Bouziat\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Marine Bouziat\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/\",\"url\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/\",\"name\":\"Did you say TCO? - Halifax Consulting \u2013\u00a0EN\",\"isPartOf\":{\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/#website\"},\"datePublished\":\"2023-12-14T10:00:00+00:00\",\"dateModified\":\"2024-05-23T16:24:18+00:00\",\"author\":{\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/8d793399154382c67e3e729e2ab34d6e\"},\"description\":\"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\/\/www.halifax-consulting.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Did you say TCO?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/#website\",\"url\":\"https:\/\/www.halifax-consulting.com\/en\/\",\"name\":\"Halifax Consulting \u2013\u00a0EN\",\"description\":\"Un site utilisant Les sites de Halifax Consulting\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.halifax-consulting.com\/en\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-GB\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/8d793399154382c67e3e729e2ab34d6e\",\"name\":\"Marine Bouziat\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/8a98d980fa4832af6895a0dd78c3194b?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/8a98d980fa4832af6895a0dd78c3194b?s=96&d=mm&r=g\",\"caption\":\"Marine Bouziat\"},\"url\":\"https:\/\/www.halifax-consulting.com\/en\/author\/marketing\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Did you say TCO? - Halifax Consulting \u2013\u00a0EN","description":"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.","canonical":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/","og_locale":"en_GB","og_type":"article","og_title":"Did you say TCO? - Halifax Consulting \u2013\u00a0EN","og_description":"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.","og_url":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/","og_site_name":"Halifax Consulting \u2013\u00a0EN","article_published_time":"2023-12-14T10:00:00+00:00","article_modified_time":"2024-05-23T16:24:18+00:00","og_image":[{"width":1140,"height":350,"url":"https:\/\/www.halifax-consulting.com\/en\/wp-content\/uploads\/sites\/3\/2024\/04\/sales.jpg","type":"image\/jpeg"}],"author":"Marine Bouziat","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Marine Bouziat","Estimated reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/","url":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/","name":"Did you say TCO? - Halifax Consulting \u2013\u00a0EN","isPartOf":{"@id":"https:\/\/www.halifax-consulting.com\/en\/#website"},"datePublished":"2023-12-14T10:00:00+00:00","dateModified":"2024-05-23T16:24:18+00:00","author":{"@id":"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/8d793399154382c67e3e729e2ab34d6e"},"description":"Purchasing departments, and buyers in general, have become relatively unavoidable in most large companies.","breadcrumb":{"@id":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.halifax-consulting.com\/en\/blog\/did-you-say-tco\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/www.halifax-consulting.com\/en\/"},{"@type":"ListItem","position":2,"name":"Did you say TCO?"}]},{"@type":"WebSite","@id":"https:\/\/www.halifax-consulting.com\/en\/#website","url":"https:\/\/www.halifax-consulting.com\/en\/","name":"Halifax Consulting \u2013\u00a0EN","description":"Un site utilisant Les sites de Halifax Consulting","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.halifax-consulting.com\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-GB"},{"@type":"Person","@id":"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/8d793399154382c67e3e729e2ab34d6e","name":"Marine Bouziat","image":{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/www.halifax-consulting.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/8a98d980fa4832af6895a0dd78c3194b?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/8a98d980fa4832af6895a0dd78c3194b?s=96&d=mm&r=g","caption":"Marine Bouziat"},"url":"https:\/\/www.halifax-consulting.com\/en\/author\/marketing\/"}]}},"_links":{"self":[{"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/posts\/709"}],"collection":[{"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/comments?post=709"}],"version-history":[{"count":2,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/posts\/709\/revisions"}],"predecessor-version":[{"id":18737,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/posts\/709\/revisions\/18737"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/media\/18543"}],"wp:attachment":[{"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/media?parent=709"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/categories?post=709"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.halifax-consulting.com\/en\/wp-json\/wp\/v2\/tags?post=709"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}