Remove Procurement Remove Stakeholders Remove Suppliers
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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. As a supplier you need to adjust fast and build a foundation of trust. My old contact has been replaced First things first: find out what they want 10 steps to become a supplier of choice Check these out Quote of the week.

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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. If you're like me, not a lot.

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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). 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.

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10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives. Create contact plans to keep in touch with key stakeholders in your company and your client's. Suppliers submit proposals to provide them. You get the idea.

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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 By Procurement Magazine Let the panic set in….clearly

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The Straightforward Guide to Value Chain Analysis

Hubspot Sales

Once the value chain analysis is complete, the primary stakeholders in the business can see an overview of where the business is excelling and where improvements can be made operationally. This is how materials and resources are gained from suppliers before the final product or service can be developed. Procurement. Operations.

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Struggling With Procurement?

Whetstone

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.