The B2B buying process is often a lengthy and complex process. The number of participants in the buying process is increasing year-on-year. In a survey from Harvard Business Review, the number of decision-makers who buy a B2B solution increased from 5.4 to 6.8. This diverse group is often called the decision-making unit. The buying team may consist of a large number of decision-makers who work together to decide on the right solution. 

Traditionally, the B2B buying process involves multiple individuals. A purchasing agent may move the decision through the organization and negotiate a better deal for the company. In an ideal world, the purchasing process would have many people involved. However, the typical B2B buying process involves multiple levels of review, approval, and consideration. The higher the cost of the purchase, the more levels of scrutiny and approval are needed. 

The B2B buying process begins with the buyer recognizing the need for a particular good. The buyer searches for qualified suppliers. He or she sends out a request for proposals. The suppliers respond, and the process moves on. The selected suppliers are chosen, order routines are set, and post-purchase evaluation is conducted. The buying process may take several stages, and the time required for each stage depends on the situation. 

The pre-Millennium B2B buying process can be divided into several phases. Depending on the situation, a buyer may skip the search phase altogether or choose straight rebuy, which is the same product from the same vendor. Regardless, post-purchase evaluations may also be skipped, unless the buyer is genuinely surprised. The B2B buying process in the pre-Millennium Era is now evolving and changing. 

The B2B buying process is usually a complex process involving many individuals. The purchasing agent or procurement team may be involved in moving the decision through the organization, or they may work with the purchasing agent to negotiate favorable terms of sale. The rules of the process are defined and enforced by the organization, and systems are put into place to make sure the appropriate people are involved. The B2B buying processes have become increasingly complicated. The complexity of the processes have made them more complicated. 

The B2B buying process has changed considerably, but its fundamental requirements are still the same. The buyer must identify the problem, then research potential solutions, and decide on the most appropriate one for their business. This process often spans months, even years. Additionally, the buyer must evaluate products and services from different perspectives. The buying process is a multi-stage process that varies depending on the circumstances.