Red Star Kim
SEPTEMBER 8, 2023
Procurement and pricing Increasingly for global or public sector clients, procurement will have a major role in managing panels, framework agreements and tenders. We communicate differently with procurement professionals than other decision-makers and users of professional services.
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”. Professional Marketing Conference 2017 (kimtasso.com).
Hubspot Sales
AUGUST 7, 2018
In a 2016 study by CSO Insights , researchers found teams that regularly used win/loss analysis outperformed those that did not. It’s entirely possible that one person, say the CMO, could be 100% on board with your product, but procurement vetoed the deal. Don’t lose as a result of neglecting to get all the key stakeholders together.
Account Management Skills
NOVEMBER 8, 2023
We discuss: why David describes the relationship between the agency, the client and the client’s procurement department as the triangle of doom.
Hubspot Sales
APRIL 12, 2018
Just because one channel’s a winner in 2016 doesn’t mean it’ll be the clear winner forever. After the demo, you could request an introduction to the budget authority or a meeting with their procurement team. It’s important to check your channels regularly. Be a person you’d want to talk to. Create a plan.
Corporate Visions
APRIL 3, 2018
She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives. Centralized Procurement. While many procurement teams have medical staff who make decisions based on efficacy, those teams also include buyers who focus on operations and cost-cutting. percent in 2016.
Openview
MARCH 26, 2018
In fact, according to a recent CSO Insights 2016 Sales Enablement Optimization Study , 10.4% However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough. The data also showed that 24.8%
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