Buying Committee
A buying committee is the group of stakeholders involved in a B2B purchase decision, each bringing different perspectives, requirements, and influence to the evaluation process.
Quick Definition
A buying committee is the group of stakeholders involved in a B2B purchase decision, each bringing different perspectives, requirements, and influence to the evaluation process.
Understanding Buying Committee
Modern B2B purchases typically involve 6-10 stakeholders including technical evaluators, end users, procurement, finance, and executive sponsors. Each member has different priorities: technical evaluators focus on specifications, procurement on price and terms, and executives on strategic fit. In manufacturing, buying committees often include engineering, operations, maintenance, and safety representatives. Successful sales requires mapping the committee, understanding each stakeholder's concerns, and building consensus across the group.
