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.
KAM With Passion
MARCH 28, 2022
A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. Typical roles are the sponsor, the decision-maker, evaluators (experts), users (quite often from various teams), procurement, gatekeeper (with various interpretations of what this means).
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Clarity Engagement Solutions
NOVEMBER 9, 2020
the evolving healthcare industry, pharma and bio-tech companies are now focusing on each component of market access: – Price – Channel – Stakeholders – Government agencies How do these elements apply to new types of decision makers, previously unknown to market access teams?
Clarity Engagement Solutions
NOVEMBER 9, 2020
– Stakeholders. – Government agencies. Customized processes and functions are required to effectively engage these new stakeholders. A primary challenge for pharma and bio-tech companies is how to identify the right stakeholders in the approval process. 4 Zones of Customer Engagement.
Customer Think
DECEMBER 4, 2022
One way to make any department or stakeholder relevant is to convert it into a value center. Governance: often becomes a compliance tool, must do to avoid penalties. The Tata companies in India are an example of good governance, and in a sense their governance is considered a value center.
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. Additionally, sellers can describe the beneficial impact of changing government regulations. How to Coach Sellers to Identify Key Buying Influences.
Hubspot Sales
AUGUST 19, 2018
They bring in all stakeholders before negotiation starts. Is your prospect required to evaluate a certain number of vendors (as government agencies often are)? Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts.
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