Procurement Related Topics 
Sales Gravy
MARCH 30, 2022
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.
Account Manager Tips
NOVEMBER 22, 2022
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.
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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 surprised us with: “Procurement hates tendering as they are busy so sole sourcing is attractive”.
Customer Think
FEBRUARY 5, 2023
Procuring the services of an outsourced BPO or contact center vendor can be a time-consuming, labor-intensive process, given the ever-expanding vendor landscape and emerging nearshore and offshore regions.
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.
Customer Think
AUGUST 4, 2021
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.
Sales Readiness Group
APRIL 11, 2019
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
Holden Advisors
MARCH 3, 2022
Upon hearing our decision, their procurement team communicated our decision to the buying decision maker, which was perfect. In front of the procurement team and the buying decision maker, we explained the extra value we offered point by point.
Sales Readiness Group
MAY 16, 2019
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
Hubspot Sales
JANUARY 18, 2019
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?
Hubspot Sales
JUNE 17, 2019
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.
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.
5600 Blue
MAY 31, 2018
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.
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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.
Strategic Planning and Management Insights
APRIL 8, 2021
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.
5600 Blue
MARCH 8, 2018
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
Holden Advisors
SEPTEMBER 8, 2021
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?
The SAMA Podcast
SEPTEMBER 3, 2022
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?
Holden Advisors
JANUARY 19, 2022
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.
Revenue Storm
MARCH 14, 2023
5: “The procurement process will be easy.” – It never is! Understand that procurement has a job to do, and they need to show their value in the process. Many deals have been stalled and then defeated by procurement.
Account Manager Tips
APRIL 2, 2021
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.
Holden Advisors
NOVEMBER 3, 2021
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.
Sales Readiness Group
SEPTEMBER 29, 2022
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.
Holden Advisors
OCTOBER 7, 2021
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.
Customer Think
AUGUST 26, 2022
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.
Strategic Planning and Management Insights
OCTOBER 20, 2021
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.
FinListics Solutions
MARCH 23, 2022
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.
Kainexus
MARCH 31, 2022
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.
Holden Advisors
SEPTEMBER 30, 2021
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.
Strategic Account Management Association
MAY 7, 2021
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.
RAIN Group
FEBRUARY 12, 2020
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?
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.
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. A professional buyer manages the procurement side and, as a formal tender process will be used, is also playing the role of gatekeeper.
Peter Simoons
MARCH 27, 2022
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.
Account Manager Tips
MARCH 23, 2021
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.
Account Manager Tips
NOVEMBER 29, 2022
What are your options when you're a key account manager and ready for your next move? Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Life after key account management How to prepare for your next career move 1. Be consistent at being good 2.
Account Manager Tips
NOVEMBER 16, 2022
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.
Revenue Storm
NOVEMBER 9, 2021
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.
Flevy
MARCH 8, 2022
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.
Nutshell
JUNE 5, 2020
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.
Revegy
JANUARY 18, 2021
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?
Revenue Storm
JANUARY 10, 2023
At first, even if we have limited information, it is good practice to have our team focused on how our client intends to conduct this specific procurement and start to identify all the people that will play a part in selecting a preferred partner.
Strategic Account Management Association
OCTOBER 26, 2021
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.
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