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The Right Deal with the Right Customer - Selling to Procurment

21 Jun 2022
9:00am - 12:00pm PDT

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.

About the Instructor:

Nick Seiersen is steeped in supply chain management as an accomplished executive in technology, mining, food and retail, a consultant to small and large private and public sector organizations in most industry sectors across Europe and the Americas, and a teacher at prestigious executive programs at universities in France and in Canada. But not at 30,000ft. He gets into the details and makes sure they work. He brings a global perspective to a practical reality.

After leading the supply chain practice at KPMG in Toronto, he helped a major airport transform procurement operations. He led the international operations’ supply chains at copper miner KGHM. He now helps organizations enter into complex and strategically important agreements to achieve outstanding results using the University of Tennessee’s Vested™ methodology. In 2017, he published the book, “le Bon Accord Avec le Bon Fournisseur” (the Right Deal with the Right Supplier).

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Ticket Name Sale Ends Price Quantity
20 Jun 2022
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21 Jun 2022
9:00am - 12:00pm PDT

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