Summary and purpose of the training
Because of the increasing pressure on costs, more and more companies are investing in the professionalization of their procurement process. Because of this trend, suppliers are coming more frequently into contactwith buyers and professional procurement processes. Suppliers are frequently unfamiliar with the principles and objectives of a professional procurement approach. And that often leads to needless tension between them both, with a consequently less than optimal procurement and sales result. Suppliers also feel the consequences and they can see that the ‘old style’ selling approach no longer works. In order to be better armed against the ‘new style’ of Procurement and Buyers and to achieve sales results, there is a great need to understand the procurement techniques of the professional buyers and learn how to deal with the new situation.
This course gives a full overview of the main aspects, techniques, tasks and objectives of procurement. The result of the course is an understanding of how suppliers can optimise results, relations, quality and their method of collaboration with buyers.
Who should take this course?
This course is geared to all sales professionals and business development staff who come into contact directly or indirectly with buyers and procurement processes.
What subjects are covered?
- What is procurement?
- What’s in a name: can’t see the wood for the trees?
- procurement as ‘Sleeping Beauty’? Why?
- What does procurement mean from a financial perspective?
- What is the task of procurement and the buyer?
- What can you expect from them?
- What is the role and responsibility of the internal client?
- What are the stages in a procurement process and who is responsible for what?
- How does a supplier selection process proceed?
- How do buyers determine the importance and impact of a procurement (category)?
- What is the consequence for the buyer and supplier?
- How do suppliers determine the importance and impact of customer relations?
- How do suppliers value and segment new and existing customers?
- What are the consequences for the buyer and supplier?
- What elementary procurement strategies are there?
- When is a particular procurement strategy applied?
- How do buyers negotiate?
- What typical tricks do buyers use?
- At what point will buyers settle?