Igniting Procurement Initiative
Establishing Confidence & Initiating Relationship / An Effective Revenue Generation Formula
No matter what your Industry or Segment - 2 Finance Formulas - are the generally accepted guides used to establish (and then monitor) the Mathematical Logic of Business Viability.
Operating Income = Revenue less Expenses
Time Value / FV = PV [1 + i]^n
FV / Future Value
PV / Present Value
i / Interest
n / Years
These 2 widely known formulas are intertwined in any sincere and disciplined Prospecting Regimen for new Sales Revenue. The relationship is also subtle and binary. They cannot be separated - if longstanding relationship success is to be attained and then held in continuum.
Methodology
Igniting Buyer Initiative - involves awakening that inner - Ace in the Hole - of each person’s subliminal Self Serving Greed. Fear & Greed drive Capitalism, the Barron’s of Wall Street, and the stuffed shirts in the American Chamber of Commerce. This is fact. It’s what creates Monopolies that feed on the smaller players and eventually manipulate markets to their own advantage. It is found on the the darker side of Human Nature and is never content like a caged Lion. Always stirring, no matter where one finds themselves in the arena of daily survival.
Bait & Hook
Effective Bait - is the equivalent of a fat juicy Night Crawler sitting under a Bobber on a clear freshwater pond at dawn or dusk. It has to have an obvious attraction and benefit. The Hook in Sales Revenue is not physical in the real world. It’s actually the obvious Benefits received from taking the original bait - thereafter. These can be captured through immediate tangible Economic Savings or a more intangible measure of Operating Efficiencies realized over Time.
Staying Power
Once Benefits are proven - the final and most important aspect of any Business Relationship Initiation - kicks in. It is the shifting of gears from Hunter to Farmer in the hands of the Sales/Revenue Initiator. Dale Carnegie & Napoleon Hill were both Masters in this realm and have written extensively on it. Coach John Wooden of UCLA Basketball fame is another honorable mention worthy of study by Confidence Men & Women alike.
Last Word
Revenue & Time / play the primary motivating role for any Buyer & Seller. It is what it is. Reality or Life. If you cannot Ignite Initiative by showing Advantage for the Prospective Buyer - quickly - there is no point in pursuance. The Benefits of what you are Introducing must hold an obvious attraction. Cut to the chase, be polite, candid, and direct - in your Introduction. If there is an opportunity - it will become apparent - very quickly. People make up their minds almost instantaneously in this Post-Pandemic Digital Age. Given this, the secret to unlocking new doors is to use your personality and interpersonal skills on both ends of this Buy/Sell spectrum. Listen - Discern - Question - Make a Decision. Done.
Finally, prioritize your Business Relationships. Persist in Pursuit - only if the Prize can validate your personal Time invested. Likewise, on the Buy Side - never lead on a viable and reputable potential source of Supply. Reputation is a precious Commodity and financial carrots left dangling eventually rot. Situations change like the Four Seasons. Be a man or woman for All Seasons - on either side - of this Equation. You will be happier, and reap the rewards financially as a direct result.
Good Hunting & Buying now in 2025 and have Confidence in your Inner Logic.