Sales Gravy
MARCH 30, 2022
The buyers in procurement are professionally trained to negotiate. This can put you at a huge disadvantage with you are forced to negotiate with them. You'll learn the keys to mastering the sales negotiating chessboard and going toe to toe with professional buyers who are paid to extract maximum concessions from you.
Brooks Group
MARCH 7, 2024
Procurement managers have a reputation for focusing only on price. This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. Understanding Procurement Manager Challenges Procurement managers are in a unique position.
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Flevy
OCTOBER 23, 2023
The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.
Brooks Group
APRIL 9, 2024
Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.
Flevy
JUNE 7, 2024
Download an in-depth presentation breaking down all the Aerospace and Defense Value Chain activities here. The Rulebook for Success Ensuring adherence to industry standards and regulations is non-negotiable in the Aerospace and Defense sector. What are the key components of the Aerospace and Defense value chain?
Flevy
JULY 15, 2021
This strategy enables: Procuring the much-needed cash. Deal Negotiation. A detailed assessment of a partner’s experience assists in highlighting the benefits of partnership and negotiating with the partners. Deal Negotiation. However; the role of each entity—in the arrangement—has to be clearly laid out.
Account Management Skills
MAY 22, 2023
In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments. During this conversation, you’ll gain valuable insights into the world of procurement negotiations. Welcome to episode 87. Mike, a very warm welcome.
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