DEALING WITH PROCUREMENT – BLOG ROUNDUP
At JA Consulting we combine a deep understanding of best practice in procurement with our passion for best practice in account management. By doing that we’ve developed an approach that has been shown to deliver real sales improvements. In this dealing with procurement blog roundup we’ve brought together some of our tips from the last year to help you explore the possibility of sales improvements.
Scroll down to the bottom of the page and you'll find a new and very apt article from McKinsey about the challenges procurement departments are creating for those in B2B sales and shows why JA Consulting are here to help.
5 TOP TIPS TO MAKE PROCUREMENT RELATIONSHIPS WORK FOR YOU
Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.
3 WAYS TO BUILD SALES RELATIONSHIPS WITH PROCUREMENT
What strategies do your Sales Account Management teams have in place to win your next contract? How do they work with sophisticated procurement departments? In this blog post we discuss three of our top tips for building successful sales relationships with the ‘professional buyer’.
FIVE TIPS FOR NEGOTIATING WITH THE PROFESSIONAL BUYER
We often get asked how modern-day category managers think, and what is it about their practices that can create such tension in customer-supplier relationships. Here, David Atkinson discusses the complex subject of professional procurement and how Sales Account Managers can improve their negotiation strategy.
‘The Procurement Masterclass has been a valuable timely intervention to help our business in Asia. Going behind the minds of procurement helped us leverage on the key power assets during negotiation. Understanding the Power and Dependency approach supported the entire negotiation process which eventually led to the award of this business despite our company being the highest price bidder vs others.’
Global Oil, Fuels & Lubes Supplier
GEARING UP FOR YOUR NEXT CONTRACT NEGOTIATION WITH PROCUREMENT? PERHAPS WE CAN HELP
Bear in mind that cost reduction might be firmly on procurement’s minds – perhaps even more so following the recent challenges of the Covid-19 pandemic. Bear in mind too that they will be asked by their bosses to secure the best deal, and high on that list will likely be delivering year on year cost savings from suppliers. They’ll be assessing supply chain risk and leveraging technological advances further driving sales teams to step up their game. If sales teams want the balance of power to shift towards them, learning how to deal with procurement will be key to unlocking the possibility of sales improvements.
WEBINAR TASTER SESSIONS
Our Dealing with Procurement live webinars are a great way to learn more about procurement's motives and tactics. Join us as we ask the questions, "Who has the power in any relationships you have with procurement departments?" and, "Are you developing the most effective engagement strategies?" To register your interest in attending a future webinar contact us.
WORKSHOPS & MASTERCLASSES
Over 300 global sales professionals have attended our Procurement Masterclass workshops - remotely or in a group situation - where we equip senior level sales leaders with a clear understanding of the mentality of professional buyers and the strategies, processes and tactics they adopt. Key account managers and sales leads work on real accounts to develop actionable plans as part of a larger Win or Account Plan. These are based on an approach to account management and negotiation that combines your existing processes and frameworks with our best practice templates, practical advice and expert selling skills. To chat about the workshops contact us.
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Dealing with Procurement programmes and coaching?
PROCUREMENT CREATING VALUE FOR ORGANISATIONS - IMPLICATIONS FOR B2B SALES
John Moss came across this new article from McKinsey. As John says, when they talk people listen:
Their message is simple – procurement can add substantial value to an organisation. That creates challenges for those in B2B sales. That is why we have developed our Dealing with Procurement suite of programmes and coaching. Want to know more? How about a short meeting? Use this link https://calendly.com/johnmoss-jac
At JA Consulting we help businesses and individuals take the theory of selling and put it into practice. We’re here to help you learn how to spot and grow business opportunities, how to develop strong and transferable selling skills and how to generate robust account management.
If you have any questions, our team can assist you as usual via phone or email.