10 Steps to Win Over Your Client’s New Procurement Team

Account Manager Tips

New procurement teams introduce big challenges and new opportunities into the customer relationship. My old contact has been replaced A new procurement team introduces fresh dynamics and relationships. Your procurement contact is replaced and the relationship goes back to square one.

PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback

Red Star Kim

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 surprised us with: “Procurement hates tendering as they are busy so sole sourcing is attractive”.

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How to Negotiate With Procurement and Win

Sales Gravy

The buyers in procurement are professionally trained to negotiate. Then download our free training guide on the Seven Rules of Sales Negotiation here: [link] The buyers in procurement are professionally trained to negotiate.

8 Key Tips for Improving Your Small Business Procurement Process

Customer Think

What exactly is a procurement process? A procurement process is something a company does to acquire new stock. That’s probably the first question on your mind as you click on this article, and that’s understandable.

The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? In this webinar, you’ll gain actionable insights from Olivia Montgomery as she walks us through Capterra’s extensive research on how businesses - notably small and midsize businesses - are addressing supply chain challenges in 2023.

Five Sales Negotiation Tactics to Use with Procurement

Sales Readiness Group

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement. Selling Skills

Do You Need to Negotiate Differently with Procurement?

RAIN Group

If you’re like most sellers, you find yourself negotiating deals with a buyer’s procurement team at least some of the time.

How to Partner and Build a Long-Lasting Relationship with Procurement

Sales Readiness Group

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship. Selling Skills Negotiating

How the Procuring Cause Works in Real Estate

Hubspot Sales

This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals. Procuring Cause Definition. A real estate broker is referred to as the procuring cause of a sale if their outreach and actions resulted in the sale or lease of a property. The broker who is the procuring cause of the transaction is entitled to a commission. What is a procuring cause dispute?

Could Sales' Secret Weapon Be Procurement?

5600 Blue

Some of you know that I post quite a bit about working with procurement. We brought together sales and sales leaders, as well as a chief procurement officer and two of his buyers. The primary take-away is that we (sellers and procurement) have way more in common than we think.

Own Your Process to Stay Out of the Procurement Pit

Hubspot Sales

And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP). Acquiescing to the customer’s strict process can prevent us from positioning ourselves as true advisers and consultants, stops us from differentiating our approach, and often ends up getting us commoditized as procurement lumps all potential suppliers together into the same box. I don’t work for procurement people.

How to Gain a Competitive Edge: A Deep Dive Into Supplier Diversity Programs

Speaker: Rod Robinson - SVP of the Supplier Diversity Practice, Insight Sourcing Group

In this exclusive webinar, Rod Robinson, SVP of the Supplier Diversity Practice Lead & Center of Excellence, dives into the key benefits corporations are seeing emerge from their supplier diversity programs and how you can gain invaluable competitive advantages with a supplier diversity program of your own.

How to pitch to procurement, with Jessica Bowler and Iris Gatzweiler

Account Management Skills

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.

How this CEO Scaled his Family Business by using Business Mentors & Leveraging Federal Procurement w/Peter Provenzano Ep#96

Strategic Planning and Management Insights

Peter Provenzano is the President & CEO of SupplyCore, a leading supply chain integrator responsible for optimizing information, material, and financial flows for the U.S. military.

Re-framing Procurement Negotiations: From Buying and Selling to Decision Making

5600 Blue

Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. By Procurement Magazine Let the panic set in….clearly

How Customers Buy… & Why They Don’t… With Martyn Lewis

The SAMA Podcast

However, these same forces affected Procurement/Purchasing professionals too, which begs the question: How have procurements’ lives changed? How have procurements’ expectations of SAMs changed? Find the answers to these probing questions and more by listening to the conversation between Harvey Dunham and Martyn Lewis, a leading expert on the Procurement/SAM dynamic. How have procurements’ expectations of SAMs changed?

Passing the Price Gauntlet with Strategic Accounts

Holden Advisors

When it’s time to close the deal, procurement is introduced into the process and now runs the relationship and the deal – and they only focus on the price. Will procurement even care about the time and energy you and your team have invested over the past two years?

Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs

Holden Advisors

But , if you find yourself dealing with procurement, you might want to save your energy. Suddenly, my access to the company was restricted to the procurement department. Dealing with procurement is never easy. You’re told procurement will make the final decision.

Build Trust and Confidence in a Sales Negotiation in 5 Steps

Sales Readiness Group

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed.

3 Best Sales Podcasts for Key Account Managers

Account Manager Tips

The Art of Procurement podcast How much do you understand about the buying process, supplier management and procurement? The Art of Procurement podcast might be an unexpected entry into list of 3 best sales podcasts but If your selling to buyers, then you kind of need to think like one.

The Important Role of Pricing Departments in the Price, Cost, Revenue Equation

Holden Advisors

Works side-by-side with sales to sell value and overcome procurement. Not every company has a pricing department. Here we explain why they are incredibly important players in the price, cost, revenue equation.

What B2B Buyers Really Want (And How Sellers Can Give It To Them)

Customer Think

Source: Pexels It’s tempting to think of B2B buyers as qualitatively different creatures than ordinary consumers, but the reality is that B2B procurement teams are made up of regular folks who are also consumers in their own right.

Understand the Value You Offer to Your Customer

Holden Advisors

Let’s say procurement says, “to win this deal, you need to give me a 20% discount." You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business.

Achieving Revenue Gains from Distributed Logistics

FinListics Solutions

Ever since its inception, supply chain management has largely been focused on cost and expense management, seeking methods to reduce the costs of logistics, transportation, warehousing, distribution, procurement, manufacturing, and all the other business processes that makeup supply chains.

How to Win Profitable Government Contracts w/Kizzy Parks, PhD (Ep#125)

Strategic Planning and Management Insights

On this episode of the Strategy & Leadership Podcast, Kizzy Parks joins us to discuss everything government procurement - how to win government contracts (even if you never have), the human component to winning contracts, and much more. Kizzy Parks, PhD is the President of K.

What is a Kanban Board and How Does it Improve Quality?

Kainexus

The method was so effective that Kanban Cards were adopted by manufacturing companies worldwide to help structure and control the production and procurement of parts.

Why Pricing Is So Hard and Why Most Companies Mess It Up

Holden Advisors

Just because we're told that we are a commodity (which is a procurement tactic), does not mean we are a commodity. Why is pricing so difficult? And why do so many companies get it wrong? It often comes down to organizations not being clear on pricing purpose.

[New Research] Top Performance in Sales Negotiation

RAIN Group

How is negotiating with procurement different? What are the best strategies for success in sales negotiations? What do buyers really want? Which tactics work best for buyers? For sellers?

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

Procurement functions in different companies are looking at how to apply ESG metrics to their key suppliers. The UK’s Chartered Institute of Purchasing & Supply is encouraging its members to conduct ethical and sustainable procurement.

Are You Letting Your Clients Slip Away? 12 Tips to Keep in Touch

Account Manager Tips

From procurement, to executives, to end users and everything in between. The key to a healthy, mutually beneficial relationship with clients is simple: stay in touch. Follow these tips to make sure your clients don't slip away.

How complex is your complex sale? An analogy with Judo belts

KAM With Passion

A procurement person is chartered to buy concrete for a construction site or stainless-steel bolts and screws for a maker of industrial machines. A professional buyer manages the procurement side and, as a formal tender process will be used, is also playing the role of gatekeeper.

The Benefits of a Collaborative Culture

Peter Simoons

You might see them, from a procurement perspective, trying to get the best deal for the company rather than a great deal for both parties. When we talk about alliances, we tend to focus on the external component: collaborating with other organisations.

How to Avoid Deal Slippage – A Closure Plan!

Revenue Storm

Closure plans are absolutely critical for complex B2B deals where there are multiple authorizers, a formal sign off process, and then a commercial and legal process that takes place with procurement. Then of course, you will have the joys of legal and procurement.

9 Unexpected Reasons Why Key Account Management is Important

Account Manager Tips

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Share. Tweet. Share. Why is key account management important? Some reasons are obvious, like growing client revenue and retention, but others will surprise you.

Confusion in Alliance Terms

Peter Simoons

It consists amongst others of a bilateral alliance for joint procurement and design, they might have the same suppliers for components, yet in the market there is fierce competition between the Renault Zoe and the Nissan Leaf. I recently attended a conference about strategic alliances that took place in a typical conference setting. During the conference, several people presented their cases to the audience, all with a different style.

How We Can Align our Corporate Strategy and Supply Chain Strategy

Flevy

Marketing, Sales, Engineering, Manufacturing, and Procurement. Most organizations struggle to find a true strategic fit between their Corporate Strategies and their Supply Chain Strategies. For most organizations, they operate within a highly complex and globally interconnected Supply Chain.

FROM EXECUTIVE SPONSORSHIP TO EXECUTIVE ENGAGEMENT

Strategic Account Management Association

Procurement leaders, chief financial officers and other senior leaders can be great sponsors if the fit is right. By Dominique Côté, Founder and CEO, Cosawi Consulting.

The Linkage Between Technology & Business Outcomes

Revenue Storm

In a deal we were recently coaching for a client in the UK, the customer procurement team was pushing for a short-term enterprise agreement as an extension to address their forecasted cloud need for the next 12 months.

How to (ethically) steal your prospect?s attention: 5 ultra-creative sales case studies

Nutshell

After identifying her ideal customer profile, which was mainly procurement managers at heavy engineering companies, Oakley and his team attended exhibitions to build a list of leads. We’re all cursed, and there’s a pile of research to prove it.

How Relationship Maps Put the “R” Back Into CRM

Revegy

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing?

CRM 97

The ultimate guide to solution selling

PandaDoc

Procurement departments are better at determining the company’s needs. Traditionally, salespeople were taught to target clients that knew what their goals were, knew that they needed to change something, and had a clear procurement process.

Core Competence Model

Flevy

The foremost variable pertains to the sources integral for the creation and procurement of competencies and technologies.

Five red flag moments for agency account managers, with Jenny Plant

Account Management Skills

Now, the other thing to mention here is, if your company is an enterprise level client and it had a procurement team in 2021, the role of CPO (Chief Procurement Officer) was the fastest growing role on LinkedIn. Procurement are very much the linchpins. ?. Welcome to Episode 62.