Brooks Group

APRIL 9, 2024

These stakeholders typically fall into four primary categories: Decision Makers Decision makers hold the ultimate authority for the purchase. Their choices directly shape the direction of the procurement process and determine which solutions are selected. They play a crucial role in securing buy-in and consensus among stakeholders.

Value Proposition 96

Value Proposition Procurement Decision-making Stakeholders 96

Account Management Skills

JANUARY 25, 2022

I spoke to Jessica Bowler and Iris Gatzweiler , two senior procurement clients who shared some insights into the pitching process. Don’t forget to go back to Episode 9 , where Jessica and Iris talked about how to approach and develop relationships with procurement. Welcome to Episode 54. So welcome Iris and Jess. Wonderful, Jess.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

Red Star Kim

NOVEMBER 18, 2022

Alan Gotto, chair of Consultancy Procurement Council. It was fascinating to hear a procurement expert talking so passionately about the need for strong relationships. He also commented “I want advisers to be my fixers and to blow the socks off my internal stakeholders”.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

Revegy

JANUARY 18, 2021

This in no way facilitates the building and managing of relationships necessary to actually close deals. Sales reps generally enter their accounts into the CRM, which include a list of people, contact information, and maybe some notes and emails. Why Relationship Intelligence and Why Now?

CRM 119

CRM Procurement Stakeholders Facilitation 119

Arpedio

MAY 31, 2024

Keynotes from thought leaders included Tom Derry, CEO of the Institute for Supply Management; Miguel Gonzalez, Chief Procurement Officer at DuPont; Dan Gardner, award-winning journalist and bestselling author; and Hitendra Wadhwa, professor at Columbia Business School, adding a spark that ignited engaging discussions and fresh perspectives.

Leadership 52

Leadership Account Management Facilitation Innovation 52

Mike Kunkle

FEBRUARY 5, 2023

Sellers sometimes work with professional procurement leaders and company executives who work together frequently and have processes and policies to guide their purchase pursuits. Even on the far right, with disciplined workflows, it’s not easy, and often harder if an RFP or RFI process doesn’t allow open communication.

B2B 198

B2B Sales Decision-making Negotiation 198

Hubspot Sales

AUGUST 7, 2018

Price issues are usually tied to a problem with communicating value, and the common “they just get us” objection points to a problem with your sales process. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Keep pressing (gently!)

Procurement 75

Procurement Decision-making Logistics Stakeholders 75