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. Collaborate with suppliers, or rivals, to manufacture critical components cost-effectively.

Supply Chain 102

Supply Chain Procurement Suppliers Digital Transformation 102

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

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 106

Procurement Suppliers Government Manufacturing 106

Hubspot Sales

OCTOBER 25, 2019

Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. Yes, the process of procuring goods can be more complicated than the description above. They provide it. You pay them for it. End of story. Sound too easy?

Suppliers 132

Suppliers Procurement Small Business Negotiation 132

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

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

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

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 92

Procurement Manufacturing Suppliers Profitability 92

Hubspot Sales

NOVEMBER 16, 2018

This is how materials and resources are gained from suppliers before the final product or service can be developed. Procurement. This is how the resources and materials for a product are sourced and suppliers are found. McDonald's has pre-selected, low-cost suppliers for the raw materials for their food and beverage items.

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

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

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

Account Manager Tips

JUNE 23, 2020

You don't know how you fit in with their other suppliers. For example, right now a lot of procurement teams are focused on stabilising their supply chain, which means less reliance on single sourcing. Before COVID-19, single sourcing was the big thing: because one supplier for everything makes it easy. But there's a problem.

Key Account Management 182

Key Account Management Account Management Management Suppliers 182

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

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

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

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

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

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 231

B2B Sales Decision-making Negotiation 231

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

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

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

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

JUNE 13, 2018

Are you happy with your current supplier? When your prospect turns down one of your advances -- for example, an introduction to Procurement -- you can calmly accept the rejection and then propose something else. Liaise with Procurement and/or Legal when necessary to get the deal over the finish line as quickly and easily as possible.

Procurement 145

Procurement Decision-making Meetings Publishing 145

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 114

Insurance Advertising Procurement Suppliers 114

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

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

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

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

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

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 Procurement Food and Beverage Manufacturing 52

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

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 Manager Tips

JULY 9, 2020

Develop relationships across functional areas such as Business, Operations, Procurement, Finance and IT. You can see the terms I've highlighted: Partner with Product Management and Tech. Create an account management strategy. Product adoption goals. Drive revenue, adoption and market share. Measure performance. competitors. vision and values.

Account Management 130

Account Management Management Key Account Management Stakeholders 130

Flevy

JUNE 27, 2024

Supply Chain Management: Coordinating the procurement and logistics of raw materials and components. Procurement and Supplier Management: Managing relationships with suppliers and ensuring the availability of high-quality materials. Human Resource Management: Attracting, developing, and retaining skilled talent.

Supply Chain 52

Supply Chain Computers and Electronics Manufacturing Artificial Intelligence 52

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 81

Decision-making Logistics Supply Chain Suppliers 81

Flevy

JUNE 14, 2024

Procurement secures essential materials and services, while technology development drives continuous innovation. Establishing strong relationships with component suppliers ensures the quality and reliability of hardware. Customer and patient services enhance user experience and foster long-term engagement.

Digitalization 52

Digitalization Healthcare Artificial Intelligence Manufacturing 52

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