EP 30 ・年底的一點私心分享, AIRBUS一堂課，給我的省思

from B2B Sales & BD Club · host Megan Wu

在高階採購眼中，真正的風險不是「不完美」，而是「沒有立場」。我最近上了一堂 Airbus 的供應商課程，聽到一個非常務實的觀點：採購在評估新合作夥伴時，最不想看到的，是那些成本不夠低、技術不夠強、品質沒有差異化，卻「什麼都想做一點」的供應商。相反地，只要你在成本、技術、品質或交付上，有一個清楚且可被放大的優勢，就有討論與介入優化的空間。這不只是供應鏈邏輯，而是所有商業談判的底層原則——沒有定位，就沒有談判權；沒有亮點，就沒有第二次對話。

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EP 30 ・年底的一點私心分享, AIRBUS一堂課，給我的省思

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