companies no longer leaving buying decisions to engineering and technical departments but now involving finance and professional procurement too . Indeed , for many organisations the actual buying process is now exclusively the domain of procurement .
And it ’ s this second change that has brought about the most significant change of all . Engineering customers no longer buy on the strength of engineering capability alone . The commercial buying team demand more , they consider return on investment , total cost of ownership and life-cycle management when weighing their decisions . They need to see what value , often in hard monetised terms , the selling
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