Whetstone

MAY 9, 2023

Unfortunately, Procurement doesn’t! This vicious cycle is typically the result of procurement departments believing their value to their organization is to find ways to drive prices down. Here are four tips on how to effectively deal with procurement departments: 1. You know how valuable your solutions are.

Procurement 40

Procurement Suppliers Value Proposition Decision-making 40

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.

Procurement 116

Procurement Small Business Communication 116

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.

Procurement 134

Procurement Decision-making Sales 134

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. Blockchain is proving to be a viable solution to help procurement teams manage the process more efficiently and cost-effectively.

Procurement 64

Procurement Management 64

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

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.

Procurement 109

Procurement Negotiation Sales 109

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? Recently, I was interviewing a senior procurement executive.

Procurement 369

Procurement Suppliers Negotiation Account Management 369

RAIN Group

APRIL 28, 2021

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

Procurement 64

Procurement Negotiation Sales 64

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. Luckily, procurement did not have that power. We didn’t think they did.

Procurement 195

Procurement Manufacturing Decision-making Negotiation 195

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 93

Procurement Suppliers Stakeholders Profitability 93

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. In this case, procurement was not very forthcoming and did not answer my questions.

Procurement 195

Procurement Decision-making Marketing Management 195

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. There are a couple reasons.

Procurement 52

Procurement Sales Stakeholders Acquisition 52

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

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.

Procurement 66

Procurement Negotiation 66

Customer Think

NOVEMBER 14, 2023

Accounts Payable (A/P) 3-way matching is a fundamental process in financial accounting, especially in industries with complex supply chains like the apparel industry. This process serves as a cornerstone for effective financial management, ensuring that payments are accurate, justified, and fraud-free.

Procurement 59

Procurement Supply Chain Management 59

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. What challenges are procurement facing?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Flevy

OCTOBER 23, 2023

The procurement function in most organizations deserves more attention than it gets. Most executives associated with procurement lack the competencies and perspectives required to identify gaps and effectively manage the function. The aim of the Kraljic Matrix is to inform an organization’s Procurement Strategy.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

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

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.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Holden Advisors

NOVEMBER 3, 2021

Works side-by-side with sales to sell value and overcome procurement. Is aware of costs and constraints like the finance team. Collaborates with marketing to develop internal and external value messages. It’s a big job that shouldn’t be shrugged off.

Procurement 369

Procurement Finance Construction Government 369

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? How have procurements’ expectations of SAMs changed? What do SAMs and their companies need to do to adapt?

Supply Chain 80

Supply Chain Procurement Account Management Management 80

Holden Advisors

OCTOBER 7, 2021

Let’s say procurement says, “to win this deal, you need to give me a 20% discount." They can also be used to roughly calculate the financial value they should see from choosing your solution. The most fun part about it is that sellers can use that same value understanding to take back control of negotiations.

Procurement 369

Procurement Manufacturing Negotiation Stakeholders 369

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”.

Value Proposition 130

Value Proposition Procurement Innovation Leadership 130

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. Get a handle on the procurement processes early and definitely do not leave it till the last minute.

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Customer Think

APRIL 9, 2024

Auditoria delivers on Trust, Privacy, and Global Scale as part of its commitment to Innovation in AI for the Office of the CFO

Finance 64

Finance Procurement Innovation 64

Force Management

JUNE 8, 2023

Negotiation isn’t an event that happens with procurement at the end of a deal, but a process of establishing and validating the value of your solution throughout the life of a deal. We’ve talked a lot in blogs and other content about the importance of negotiating early and often.

Negotiation 78

Negotiation Procurement Sales 78

Arpedio

FEBRUARY 20, 2024

It includes activities such as procurement, transportation, and inventory management. These may include functions such as human resources management, technology development, procurement, and infrastructure. Operations: In this stage, the raw materials or inputs are transformed into finished products or services.

Logistics 52

Logistics Transportation Procurement Manufacturing 52

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. The biggest problem with pricing to market is that we sell to customers, not markets, and customers use our products in unique ways. We’ve been told we’re commodities a lot.

Procurement 195

Procurement Profitability Negotiation Innovation 195

Customer Think

JULY 21, 2023

If you’ve organized your next customer advisory board (CAB) meeting, procured your event site, garnered about a dozen member RSVPs, and created and reviewed all materials and sessions in advance, congratulations! You are well on your way to holding an outstanding, insightful meeting.

Meetings 52

Meetings Procurement Organization 52

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. If you dread the final negotiation, you’re not alone.

Negotiation 62

Negotiation Procurement Sales Management 62

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. They named the process “ Kanban ,” a Japanese word that translates to “signboard” or “visual signal” in English.

Procurement 91

Procurement Manufacturing Suppliers Profitability 91

Brooks Group

APRIL 9, 2024

Their choices directly shape the direction of the procurement process and determine which solutions are selected. Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies.

Value Proposition 107

Value Proposition Procurement Decision-making Stakeholders 107

Flevy

JUNE 16, 2024

Market research and consumer insights inform product selection and marketing strategies, while product sourcing and procurement ensure a steady supply of high-quality goods. Product Sourcing and Procurement: Tailoring product sourcing involves focusing on quality, cost, and supplier reliability.

Supply Chain 52

Supply Chain Logistics Cybersecurity e-Learning 52

Flevy

JUNE 12, 2024

Raw material sourcing ensures the procurement of high-quality inputs, while product development focuses on creating products that meet consumer needs. Procurement secures essential materials and services, while technology development drives innovation. After-sales service and support maintain customer satisfaction and loyalty.

Supply Chain 52

Supply Chain Food and Beverage Procurement Manufacturing 52

Flevy

JUNE 22, 2024

For example, Product Sourcing and Procurement should be customized to ensure responsiveness to market trends and consumer preferences. Understanding and optimizing these activities through value chain analysis can lead to significant enhancements in efficiency and customer satisfaction.

Retail 52

Retail Logistics Supply Chain Procurement 52

Arpedio

JANUARY 3, 2024

They include: Procurement: This activity involves selecting and establishing relationships with suppliers to acquire the necessary raw materials for the primary activities. 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