SportBusiness April 2011
Despite the best efforts of the EU and the procurement profession to objectify tendering processes, much of business will remain driven by relationship. We’re all prepared finally to acknowledge that consumer purchase is driven by emotional, not rational processes, but there’s a prevailing fiction that business behaves differently.
Of course, benchmarking and transparency all support the purpose of comparison, and some tendering processes acknowledge the importance of chemistry, but human nature has an insuppressible tendency to subvert automated systems which dehumanize, and remove the human dimension. And commercial relationships are more likely to survive the inevitable stresses of business life when they are founded in emotion.