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.

Procurement 52

Procurement Suppliers Stakeholders Decision-making 52

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). Following orders from a certified procurement person whose stated mission is to “level the playing field” is not very motivating to me and certainly not why I am in sales.

Procurement 86

Procurement Suppliers Stakeholders Profitability 86

Account Manager Tips

MARCH 23, 2021

Account growth, renewals and advocacy are difficult for indirect suppliers because procurement focus on spend management. Invested in the relationship and view you as a strategic supplier. Capture more spend away from alternative suppliers. The more your clients rely on you, the more difficult it is to change suppliers.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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 By Procurement Magazine Let the panic set in….clearly

Procurement 52

Procurement Decision-making Negotiation Supply Chain 52

Arpedio

JANUARY 3, 2024

On the other hand, the supply chain is the network of suppliers, manufacturers, and distributors that work together to create and deliver products and services to customers. It involves the coordination and management of several interconnected activities, including procurement , production , distribution , and logistics.

Supply Chain 52

Supply Chain Logistics Procurement Suppliers 52

Kainexus

MARCH 31, 2022

To achieve this, they implemented a visual system to track the movement of parts from the supplier to storage locations and finally to the assembly line. 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.

Procurement 91

Procurement Manufacturing Suppliers Profitability 91

PartnerTap

JANUARY 17, 2024

And when possible – buyers would love to get out of going through the procurement and new vendor setup processes and get their hands on their new purchases more quickly. Wait until they’re ‘qualified’ to talk with a product specialist to really evaluate whether a solution could work for them.

Procurement 59

Procurement Suppliers Sales B2B 59

Hubspot Sales

NOVEMBER 5, 2019

Expedited procurement process — When sellers put in bids during a reverse auction, they’re putting the best features of their product or offering in front of the buyer for their consideration. Reverse auctions are commonly held in B2B transactions, with procurement teams sourcing goods and services for their respective companies.

Procurement 70

Procurement Suppliers Government Manufacturing 70

MTD Sales Training

MAY 3, 2020

From the customer’s point of view there are 4 types of relationships that they have with their suppliers. STAGE 2 – THIRD PARTY SUPPLIER. Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? You’ve probably heard from the powers that be that you need to “add value” right?

Suppliers 140

Suppliers Procurement Key Account Management Sales Training 140

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. Contracts with external parties, suppliers and alliance partners, will as such, be fair with the best interests of both parties in mind.

Procurement 98

Procurement Suppliers Negotiation Acquisition 98

Apptivo

APRIL 27, 2022

The Sourcing and procurement module. This module helps with procuring the materials and services businesses Need to manufacture their goods, or the items they want to resell. The Sourcing and Procurement module helps businesses procure the materials and services that they need to manufacture their goods. The Sales module.

Supply Chain 98

Supply Chain Procurement Manufacturing Logistics 98

Zendesk

MAY 2, 2022

The NHS uses Zendesk Support to streamline its procurement workflow of more than 500,000 invoices from 10,000 suppliers. The new procurement process has freed up the accounts payable team to focus on more important work and they are able to pay their suppliers more quickly. With over 38,000 employees, it manages £2.5B

Healthcare 52

Healthcare Procurement Suppliers Facilitation 52

Customer Think

DECEMBER 4, 2022

Unilever was preferred for edible oil in retail because they phased out non-sustainable production of palm oil, and their procurement of such oils from sustainable conscious suppliers increased the cost. For example, in India, heavy earthmoving equipment suppliers are setting up skilling centers whose cost is covered by CSR funds.

Suppliers 75

Suppliers Government Profitability Procurement 75

PandaDoc

APRIL 19, 2023

A requisition is a formal request that an employee or department makes to purchase goods or services from an external supplier. Purchase order requisitions are often required in large businesses with formal procurement processes. But how and when? Let’s dive in. What is a requisition? When are requisitions required? What is an invoice?

Procurement 52

Procurement Suppliers Banking Digitalization 52

Peter Simoons

MAY 8, 2022

In the past, external parties were predominantly suppliers. Dealing with them was generally undertaken by the procurement department. Elements such as on time delivery, quality and price were among the elements on which suppliers were selected.

Leadership 52

Leadership Suppliers Procurement Negotiation 52

Account Manager Tips

JUNE 29, 2021

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Suppliers submit proposals to provide them. Be a preferred or exclusive supplier. Develop the right relationships with the right people. Reduce payment terms.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

Peter Simoons

OCTOBER 23, 2022

A business ecosystem is the network of organisations — including suppliers, distributors, customers, competitors, government agencies, and so on — involved in the delivery of a specific product or service through both competition and cooperation. ”.

Suppliers 40

Suppliers Procurement Government Communication 40

MTD Sales Training

OCTOBER 5, 2018

Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use. No, but maybe they are claiming to have more power than they really have in the decision-making process.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Brooks Group

MARCH 28, 2024

By accessing this level, you position your solution more strategically and reduce the risk of being viewed as just another vendor or commodity supplier. Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. This will position your product or service more strategically.

Decision-making 71

Decision-making Logistics Supply Chain Suppliers 71

Zendesk

MARCH 15, 2021

As we enter year two of “life after coronavirus,” procuring proper personal protective equipment (PPE) can be just as difficult as it was in the early days of the pandemic. People don’t know what’s legit, and they don’t know which suppliers are legit,” Anne Miller, executive director of Project N95 told the NYT.

Supply Chain 98

Supply Chain Healthcare Suppliers Procurement 98

Revenue Storm

JULY 13, 2021

When responding to a known need, maybe through an RFP/RFI process, the project and procurement team charged with selecting a supplier must be convinced. Researching and developing a point of view on what we believe to be business value is crucial. Next, let’s consider who wins. Who is it that we need to convince?

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

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. We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.

Procurement 52

Procurement Negotiation Supply Chain Insurance 52

Revenue Storm

APRIL 19, 2022

If you like “the promise” of how the team would engage, how it would feel conducting business, and a way for the client to judge the team during the procurement process… imagine the long-term relationship values. The team outlined the values, behaviors, and commitments they would bring to the table. Why did they win?

Procurement 78

Procurement Brainstorming Sales Training Suppliers 78

Account Management Skills

JUNE 8, 2021

The second one is to decide whether you have a good relationship with the procurement department. So some of your clients, particularly the large clients, will have a procurement function. Now this might not be relevant for you if your client organisation isn’t big enough to have a dedicated procurement team.

Procurement 40

Procurement Decision-making Account Management Investors 40

QYMATIX

SEPTEMBER 6, 2022

Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management. Allocation problems on a larger scale have been virtually unknown since the balance of power in almost all sectors shifted away from the suppliers in favor of the demanders at the end of the 1960s.

B2B 40

B2B Supply Chain Suppliers Decision-making 40

QYMATIX

APRIL 19, 2022

In concrete terms, this involves the digitalisation of procurement, production and distribution processes — a unique challenge for retail companies. Especially in the B2B environment, the multitude of external interfaces to suppliers and customers increases complexity. KPIs in the Area of Procurement and Warehousing.

Artificial Intelligence 52

Artificial Intelligence Retail Procurement B2B 52

Luminas Strategy

NOVEMBER 1, 2022

Find out what’s working and what’s not for the procurement managers, design engineers, production planners, and other types of customer you’re trying to engage along the path to purchase. Businesses are constantly searching for ways to engage with their suppliers. Apply design thinking to meet the needs of specific customer personas.

Supply Chain 52

Supply Chain B2B Marketing Digitalization 52

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. Some committees hum; others are more like a ragtag band of misfits.

B2B 198

B2B Sales Decision-making Negotiation 198

Account Management Skills

JANUARY 11, 2022

’ that kind of bias supplier relationship, then you start from the wrong place. So there’s this buyer/supplier relationship. This wrong mindset of seeing ourselves as this supplier, I’m here to do and implement. I remember reading, I think he was a procurement director, global procurement Director at P&G.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Farland Group

SEPTEMBER 28, 2022

In researching the new book on account-based growth that’s coming out in October, we interviewed 21 people, to either get a case study or a viewpoint on the way they approach their strategic suppliers and their strategic customers, so both sides of the fence. Do you think that’s part of the issue-based focus?

Co-Creation 52

Co-Creation Marketing Management Suppliers 52

SmartKarrot

DECEMBER 20, 2022

Role: Customer Success Manager Location: Remote, Manchester, England, United Kingdom Organization: Scientist.com As a Customer Success Manager, you will provide marketplace customer support for biopharma companies and suppliers. Develop strong customer relationships with scientists, business operations, and procurement.

Customer Success 19

Customer Success Suppliers Procurement Client Development 19

Mercuri International

MARCH 8, 2022

They give car suppliers the ability to offer something different that appeals to digitally discerning customers, which allows them to justify a higher price. Frictionless procurement processes. Cloudmade provides AI solutions for personalized instrumentation and settings to the automotive industry. Cost-saving values.

Suppliers 52

Suppliers Sales Artificial Intelligence Customer Value 52

Hubspot Sales

SEPTEMBER 10, 2021

Here, the franchisor agrees to provide the franchisee with a list of approved and designated suppliers — as well as an advertising plan and advertising copy in advance of the franchisee's grand opening. In some cases, the franchisor might waive this portion of the agreement if they feel the manager already has sufficient experience.

Insurance 80

Insurance Advertising Procurement Suppliers 80

Peter Simoons

MAY 8, 2022

In the past, external parties were predominantly suppliers. Dealing with them was generally undertaken by the procurement department. Elements such as on time delivery, quality and price were among the elements on which suppliers were selected.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

SBI Growth

NOVEMBER 1, 2012

They want the ability to easily procure a solution that solves their problem. In this example, you don’t interact with either supplier until the evaluation phase. Misalignment between the buying process and sales process will diminish win rates. Buyers are increasingly listing ease of doing business as evaluation criteria.

Procurement 107

Procurement Suppliers Internet Profitability 107

Account Management Skills

APRIL 20, 2021

But great account management is what transforms the relationship from a client supplier to one of a real partnership. Tina has 25 years working in marketing procurement. But she spent a lot of time dealing with agencies from a marketing procurement perspective. She’s dealt with hundreds of agencies through her time.

Account Management 52

Account Management Management Procurement Decision-making 52

Zendesk

MARCH 21, 2022

His model then dives into secondary (or support) activities that create greater value for the company than the cost of running those activities in the first place (infrastructure, tech development, human resources, procurement). A direct activity might be reaching out to suppliers for new raw materials. What are they charging?

Supply Chain 98

Supply Chain Logistics Suppliers Procurement 98