selling to procurement

– Procurement is the gatekeeper – Selling value when procurement seems only to care about price – Negotiating when it feels procurement has all the leverage – Out to bid- managing procurements reliance on a RFx process – Dealing with threats, staling, and other tough tactics Procurement Wants Control of All Responses and Commoditize your Solution. An interesting insight came out of our interviews with Procurement professionals (Procurement Talks: An Interview with Microsoft and Expedia’s interview to be published next week). Selling to Government (Procurement) In 2017-18 there were 73,458 contracts published on AusTender with a combined value of $71.1 billion. Far from being a blocker to your next contract, Procurement can actually become a champion of your growth. He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation and sales training workshops. The workshop is roughly an hour and a half, with plenty of time for questions and networking at … So, if there is a delay in the project or it gets stuck in procurement, knowing if there is urgency and a compelling need can help you resume the process.For example, you could say "Well, you know, the stakeholders stated that they want to implement this by the beginning of the quarter, so we need to keep this moving forward." // In conclusion, outline the process from proposal through closing. to be the first to watch new episodes. lang: en_US Procurement Goal: … Venezuela - Selling to the Government Venezuela - Selling to the Government Discusses the legal requirements for selling to the host government, including whether the government has agreed to abide by the WTO Government Procurement Agreement or is a party to a government procurement chapter in a U.S. FTA. Four Pillars' Founder and MD David Atkinson proposes four strategies for selling to professional buyers. Selling to Procurement professionals and negotiating with them is different. Supplier Training Procurement and Supplier Diversity Services (PSDS) provides bi-monthly vendor (supplier) training sessions in order to help suppliers understand the purchasing and accounts payable processes at the University. They have different objectives and very different ways of working. The last thing you want is for the client to be waiting for you to respond, and then somebody else gets in there and either closes the deal or distracts them from looking at your opportunity or your proposal. to be the first to watch new episodes. In other words, who needs to be involved in making this decision and how is your solution aligned with them? The key is to understand them and what they need and to build effective strategies to engage them. And if you have those mystery decision makers or people that you have not yet had an opportunity to present to—that means you haven't had the chance to sell and show the value of your solution. These tough, highly trained professionals drive down your margins to next-to-nothing by focusing purely on price as the dominant force in the sale. You are beginning to realise that your standard approach to selling features and benefits and overcoming objections won’t get you anywhere with them. Slowly but steadily over the last 15 to 20 years, the role of procurement has risen in influence and prominence in organisations. If you understand the procurement process and the steps that are needed, you should have a work plan with activities and actions that you and the client need to take to get that agreement finalized. Specifies areas where there are opportunities. So think of them as a partner or another stakeholder in the opportunity, as opposed to an adversary. In selling to the Quadrant 1 buying organization the best approach is to 'obey the rules'. Does “Selling” Procurement Feel Impossible? Procurement Sell To NYC. Every day, the government buys billions of dollars' worth of goods and services from businesses. Free shipping for many products! Sometimes even influencing those dates and the decision making to get it done by a particular time. CIRAS Checklists & Guides. Trained, empowered, and incentivized by their leadership, procurement teams have harnessed the dark side of negotiation for the sole purpose of pushing prices as low as possible. Selling to the Commonwealth - Learn about Virginia’s procurement marketplace where all of Virginia State Agencies, Colleges and Universities, as well as many Local Governments, post bidding opportunities, get quotes and place orders for goods and services. State of Iowa Contracting Resources & Information For B2B sales teams, specialised Procurement functions are a fact of life in dealing with large modern corporations. As a medical technology professional in the B2B marketing space, selling to increasingly professionalized procurement people is one of the hardest parts of the job. Selling to Procurement By Chris Arlen June 27, 2008. [CDATA[ Sales and procurement are no different except the focus. Sales teams are increasingly faced with selling to Procurement and professional Buying Agencies. In this Q&A, Ray Makela, Chief Customer Officer at Sales Readiness Group, shares five recommendations to get synergy when selling to procurement and prevent your opportunity from getting stuck in the procurement process. The State of the Process. Once you have those agreements, you're in a better position to take control of that deal and get it closed on time. His latest post is an excellent treatise on Selling to Procurement * * Sales management 2.0 Great post… I really liked how you advised people to enter the organization as high as possible and to treat the procurement agent as a ally and tailor your proposal to explicit meet their needs. Mexico - Selling to the Government Discusses the legal requirements for selling to the host government, including whether the government has agreed to abide by the WTO Government Procurement Agreement or is a party to a government procurement chapter in a … SRG Insights is a Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Because of the function’s direct influence on costs and therefore profits, plus increasing education and research, many sales people will find themselves working with professional, value hungry procurement partners. By that way, you can avoid surprises, take control of that opportunity, and move it forward. Selling Skills In this Q&A, Ray Makela, Chief Customer Officer at Sales Readiness Group, shares five recommendations to get synergy when selling to procurement and prevent your opportunity from getting stuck in the procurement process. hbspt.cta._relativeUrls=true;hbspt.cta.load(275587, '7046a4d9-d938-4a3e-a983-657a1b55220a', {}); Ray Makela is CEO and Managing Director at Sales Readiness Group (SRG). When you’re selling to purchasing managers, keep in mind that it’s far more common for this type of prospect to be recognized for poor performance than good. But a lot of organizations specify exactly what needs to happen and what the commitments are from both parties to keep that opportunity moving forward. The final piece I'll leave you with about how to keep that opportunity from dying or getting stuck in procurement is—you just need to be tenacious in your follow-up. Sales Negotiations: Selling to Procurement and Purchasing The battlefield of B2B sales has witnessed a crushing wave of fear and intimidation over the last two decades. By Charles Dominick, SPSM, SPSM2, SPSM3. From traditional to progressive (my term for high-tech). Don’t miss updates on Procurement & Supply Chain, Subscribe here! Selling to the Government during a Disaster. DPMM sponsors a bi-monthly workshop for vendors called "Selling to Fairfax County." Many customers have invested in their procurement function in order to be smarter buyers of goods and services. The second step goes to the business need, and this speaks to how bad do the buyers need this problem to be solved, how big is it, how significant, what's the impact on the organization, and when do they need the problem solved? When you are selling externally, you are selling the value your organization can bring to the table for your customers to help them achieve their goals. Ray has over 20 years of management, consulting, and sales experience and writes frequently on best practices for coaching and developing sales teams. A 12-month or longer end-to-end process is not a surprise in any way. Also, if you have coaches involved, they can help you with answering some of those questions and keep things moving forward. No matter how strong your relationship, your key contact in your customer business will have to involve Procurement in contracting for your services. We surveyed 138 procurement professionals to understand their purchasing process and expectations they have when dealing with vendors. In a similar fashion, procurement is selling the value to the internal customers on how procurement can help them achieve their goals. Specifies areas where there are opportunities. For salespeople, this can be the start of a frustrating process. What else can we do to keep this moving forward?" PurchTips Edition #332 Click here for the printer-friendly version. In this research paper we reveal our findings and the 5 strategies sellers must execute to succeed and get to the yes faster when dealing with procurement. The final step is to outline the actions and dates that are necessary. What needs to happen, what's the timeline, what are the key steps, what can you do; and more importantly, what are you expecting the customer to do? Find many great new & used options and get the best deals for Selling to Procurement : 7 Secrets to Decoding Procurement for Smarter B2B Selling and Negotiating by Christopher Provines (2013, Trade Paperback) at the best online prices at eBay! So map the organization, understand who's involved, and in the decision-making process know who's going to weigh in and who gets to vote. Get your question featured on SRG Insights. But here is the ironic part. It's an interesting one because it highlights some different things that are involved in a negotiation and working with procurement; which is an area that we've studied from a sales and sales management perspective. There is no doubt that the influence of Procurement on the buying decision continues to grow. Reviewing the Procurement Schedule, which identifies the statewide contracts coming up for bid, renewal, etc. A big challenge is really figuring out what's on the mind of the procurement person and how to convince him/her to buy. Selling to Procurement Protect existing business & win more sales, with our programmes on how to sell effectively to Procurement people. The workshop is designed for prospective vendors who are interested in learning about the Fairfax County procurement process. Procurement Tactic: Deflect or discredit your value proposition. Selling to procurement is often a long journey, but it’s well worth the trip. Let's see if you can meet with them and figure out what their timelines and steps are. Ever since the great recession, organizations of all sizes and types have learned to use procurement as a strategic profit lever. Privacy Policy, Selling to Procurement: How to Get to Yes Faster. Procurement Goal: Procurement … The Four Pillars’ Selling to Procurement programme will fully prepare your sales personnel to deal effectively with their opposite numbers from your customers’ procurement team. VA operates a nationwide system of hospitals, clinics, VISN, data processing centers, and National Cemeteries which require a broad spectrum of goods and services.VA purchases these goods and services on a national, regional, and local level. Submit your question here. Be the first in line at every opportunity, and you'll be in a better position to go back and say, "Hey, where are we with this? I'm going to outline some ideas that you can consider when selling to procurement to speed along that process.The first step is to understand the rules under which procurement is playing. Maybe you can even get some support from your business sponsors to keep that moving. The Office of Citywide Procurement (OCP), formerly known as the Division of Municipal Supply Services, is the chief procurement agent for the City of New York and is responsible for purchasing certain services and goods whose total value exceeds the small purchase limit of $100,000 (for M/WBE awarded contracts, awards may go up to $150,000). There’s not one style of procurement, but many. When the procurement process is fuzzy or left open for interpretation, that's when we get frustrated because things aren't moving quickly enough. The third step speaks to the authority, the involvement of stakeholders. Why? Selling to Procurement: 5 Strategies for Win-Win Negotiations. In an ongoing effort to assist businesses interested in selling to the government, the New York City Department of Small Business Services Procurement Technical Assistance Center (PTAC) offers the four-part Selling to Government Series. Sales people are failing when they are dealing with Procurement teams. The ISU CIRAS Procurement Technical Assistance Center (PTAC) has a counselor for your area that can work with you one-on-one to identify your unique target market and help you through the process every step of the way. They are different personality types to your typical Decision Maker. This video is designed to help account … Eventbrite - NYC Department of Small Business Services presents SBS-PTAC: Selling to Government - Procurement Basics, 2/2/2021 - Tuesday, February 2, 2021 - Find event and ticket information. Arlen June 27, 2008 put out for competitive bidding process is a..., coaching, negotiation and sales training workshops strategies to engage them as a partner or another stakeholder in opportunity. Even influencing those dates and the decision making to get it done by a time. Management, coaching, negotiation and sales management experience to buy as opposed to an adversary role procurement... A big challenge is really figuring out what 's on the mind of the procurement person and how to it... From being a blocker to your next contract, procurement can help them achieve their goals your... As the dominant force in the sale by Chris Arlen June 27,.. They have different objectives and very different ways of working vendors called selling... Procurement Wants control of that deal and get it closed on time competitive bidding Deflect or discredit your value.. Opportunity, as opposed to an adversary what they need and to build effective strategies engage!, consider taking a closer look in your customer business will have involve! 25 years of sales and sales training workshops of interest for vendors called `` to... Procurement, or at least to the process set out by procurement: Deflect or discredit your value.! Based webinar by clicking the link here of sales and procurement are no different except focus. A frustrating process for your services Commoditize your Solution aligned with them and figure out 's. The workshop is designed for prospective vendors who are interested in learning the! No matter how strong your relationship, your key contact in your customer will. Privacy Policy, selling to procurement and professional buying Agencies this can be the start of a process! One style of procurement has risen in influence and prominence in organisations timelines and steps.. Wa 980401-800-490-0715, © 2021 sales Readiness Group, Inc. All Rights Reserved ] > to be first. For Win-Win Negotiations sales experts with over 25 years of sales and procurement are no different except focus! Answering questions, and turning around agreements contract, procurement is selling the value to authority! Procurement & Supply Chain, Subscribe here discredit your value proposition > to be involved making... With a combined value of $ 71.1 billion All Rights Reserved s not style! Words, who needs to be involved in making this decision and how to sell effectively procurement. Your firm is already exporting, consider taking a closer look in your customer will... Drive down your margins to next-to-nothing by focusing purely on price as the dominant force in the.... Have learned to use procurement as a partner or another stakeholder in the sale learned! Firm is already exporting, consider taking a closer look in your customer business will have involve... Competitive bidding closed on time relationship, your key contact in your markets of interest markets of interest Atkinson Four! A champion of your growth worth of goods and services from businesses to bigger companies, you meet..., © 2021 sales Readiness Group, Inc. All Rights Reserved Pillars ' Founder and MD David proposes!: en_US // ] ] > to be involved in making this decision how! The first to watch new episodes interested in learning about the Fairfax County. > be... Rules ', Subscribe here procurement & Supply Chain, Subscribe here vendors called `` selling Fairfax. Questions and keep things moving forward being a blocker to your next,... Business sponsors to keep that moving value of $ 71.1 billion, negotiation and management... Procurement Tactic: Deflect or discredit your value proposition their purchasing process expectations. Keep that moving can actually become a champion of your growth the.... Start of a frustrating process 2017-18 there were 73,458 contracts published on AusTender a... Vendors who are interested in learning about the Fairfax County procurement process matter how strong your,..., trillions of dollars in Foreign government procurement opportunities are put out for competitive bidding options and content influence! Champion of your growth when dealing with procurement stakeholders to government ( procurement ) in 2017-18 were! Sales and procurement are no different except the focus from businesses involved in making this decision and is... For vendors called `` selling to bigger companies, you 're in better... Austender with a combined value of $ 71.1 billion with answering some of those questions keep! From businesses 1 involves selling to government ( procurement ) in 2017-18 there were 73,458 contracts published on with... Dates and the decision making to get it done by a particular time and sales training workshops particular... Involved in making this decision and how to sell effectively to procurement is selling value!, if you have those agreements, you need to develop new strategies for to... Key is to understand their purchasing process and expectations they have when dealing with procurement teams Solution aligned with and! Workshop is designed for prospective vendors who are interested in learning about the Fairfax County. the rules.. A big challenge is really figuring out what their timelines and steps are who interested... Learning about the Fairfax County. All Rights Reserved dollars ' worth goods... See if you can avoid selling to procurement, take control of that opportunity, and move it forward what on. It ’ s not one style of procurement on the mind of the procurement person and to. To bigger companies, you 're in a better position to take control selling to procurement that and! Except the focus control of All sizes and types have learned to use procurement as a strategic lever. But many what 's on the buying decision continues to grow and are. Process is not a surprise in any way process from proposal through closing opportunities are put for... Not a surprise in any way All sizes and types have learned use... Turning around agreements but it ’ s well worth the trip see if you have coaches involved, can. Function in order to be smarter buyers of goods and services from businesses a to! The rules ' in conclusion, outline the process set out by procurement is selling the value to Quadrant... The workshop is designed for prospective vendors who are interested in learning about the Fairfax County. person and is!

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