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.

Procurement 68

Procurement Management Decision-making Sales Training 68

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. Delegates then chose to focus on finance, economics and pricing. Finance fundamentals Financial awareness is another capability required by M&BD.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! 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.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Red Star Kim

FEBRUARY 8, 2024

And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Miller Heiman Group

JULY 30, 2019

However, four common buying influences in manufacturing include: Procurement: Also called Purchasing in some organizations, these buying influences are primarily concerned with price. To address these concerns, your sellers can focus on how your reliable supply chain and superior product quality reduces downtime and total cost of ownership.

Manufacturing 61

Manufacturing Supply Chain Procurement Decision-making 61

Account Manager Tips

JULY 9, 2020

Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. Understand the value proposition, competitive landscape and operating environment. . You can see the terms I've highlighted: Partner with Product Management and Tech. Create an account management strategy.

Account Management 130

Account Management Management Key Account Management Stakeholders 130