SIG Resource Center

Hunting & Farming Suppliers: Aligning Your Organization's Structure and Talent to Drive Value in Supplier Lifecycle

Most sales organizations have two kinds of salespeople: individuals who actively go after and get new deals, aka “Hunters;” and those who grow and nurture existing relationships, aka “Farmers.” Using this concept, this whitepaper explains why procurement organizations continue to fail at allocating the right resources to hunt new deals and manage supplier relationships to add value consistently and holistically throughout their enterprise.

Additional Resource

The full content of this page is only available to SIG Members.