Professional Documents
Culture Documents
User
Users focus on
performance
value
evaluation
Payer
Payer focus on
budget
allocations.
Formalized
process
Users submit a
formal
requisition and
technical
specifications.
Payer use
sound
budgeting
practices.
Accountability
Users
accountable for
correct
Specifications.
Buyer
Buyers often
separate from
users and
payers,
specialize in
Buyers follow
well-laid -out
policies and
processes.
Buyers
Accountable
for
professional
buying.
User
capabilities
may lead
to in-house
production
.
Need
identification
on may be an
extended
process.
Users may
automate
The requisition
for rebuys.
Strong
financial
position can
gain favorable
terms for
suppliers.
Buying center
Buying centre
brings all roles
together.
Payers often
are the
Deciders in the
buying centre.
Decision
process
Users most
active at
The
specification
and vendor
screening
stage.
Payers
most active
at the
Decision
stage.
Internal
capabilities
Complexity
Buy class
For new
task buys,
Payers may
have to juggle
money.
Buyers with
low skills may
draw on
external
advice.
Buyers may
need to
coordinate
with multiple
suppliers.
Rebuys may be
reutilized and
Automated.
New task buys
would require
professional
talents of
Buyers bring
vendors and
users together
Buyers active
throughout the
decision
Process.