Learning Objectives

Procurement's increasing influence is changing the way an organisation needs to sell to clients. Understanding the new breed of commercial customer is key to continuing existing client relationships or growing new clients.

During the course you will learn how to:

Help understand industry wide procurement best practice and standards.

• Build better strategies to shape customer decision making.
• Help develop another channel to C-Level.
• Demonstrate how best to approach procurement.
• Provide an understanding of Procurement’s decision making criteria and processes.
• Explain the importance of presentations in the context of the RFP process & how presentations should be structured.
• Enable improved negotiation planning and techniques.

Your team will then be able to:

• Adjust the approach either to help them get what they want or to counter procurements tactics.
• Focus the sales pitch on quality and service level improvements and not just price.
• Look at ways to sell alternatives to price reductions.
• Look at the needs of the clients business and evaluate different options as a result.
• Read the signals that Procurement will use when undertaking a supply review and understand how to get involved in that process.
• Tailor RFP presentations to meet procurements criteria.
• Develop proposals in terms of a business solution and not just technical jargon.
  
  

Course Content

‘Inside the Buyer’s Head’ is our training programme for sales professionals. As the roadmap below shows,
this is a modular curriculum that addresses the big issues that sales face when procurement is a significant factor in
their target accounts.

The course will be delivered through three modules and will enable you to learn how to:

• Build influence and power by knowing procurement structure and objectives.
• Align to the buying process – create differentiation by selling the way procurement buys.
• Turn the supplier management strategies that procurement uses to your advantage.
• Deliver RFP presentations and sales pitches that work the way that procurement think.
  

How is it delivered?

Training is delivered through three key activities, to ensure students are engaged and they applying their learnings:

Workshop: Instructor-led 90 minute session in an interactive and engaging format (virtually or in-person).

Assignments: Students apply the module’s content to the job by completing a set of assignments, 1-2 hours to complete. This on-the-job activity should ideally be focused on a live supplier relationship to make the training relevant and bring its value to life.

Coaching: Throughout the assignment period, students get access to the course leader for 1:1 coaching support to build on their understanding and ensure effective implementation.

What you will get?

All course attendees will receive a complete suite of support resources and reference material – to ensure a consistent approach to SRM is embedded into your organisation.