Event Details
The Right Deal with the Right Customer...
Selling to procurement – you already have a great product or service that users love. But you have to get around procurement. This session will focus on what procurement looks for and how to make their jobs easy, so your purchase order comes through quickly. (Fair price, good buy: value>cost, trustworthy product: works as promised/warrantee, solid company- finances/ capability/ experience/ safety/ ESG /diversity/ track record: service promise/ reliability/ surge & expediting/ where have you done this before). We will consider a 7 sourcing models exercise (from a sell side perspective). If participants are interested, they will be invited to collect relevant information on their organization and the instructor will review and coach subsequent to the course.
In this course you will learn about the components of the supplier relationship:
- Table stakes
- Risk management
- Value
The benefits of becoming a supplier of choice will be looked at in the context of the kind of deal and the value available.
This course will cover the challenges of procurement and how the supplier can make it easier, again in the context of the kind of deal and the value at stake, which would drive value and risk considerations to drive greater value in more complex relationships.
