HOW TO INFLUENCE CORPORATE PROCUREMENT
To reserve a Workshop please call us on 0203 2396572.
TWO DAYS – IN HOUSE TRAINING INCLUDING 2 WEEKS EMAIL SUPPORT FOLLOWING TRAINING – MINIMUM 5 PARTICIPANTS
A powerful workshop that unveils the world of Corporate IT Procurement.
What makes buyers tick and how do you influence them?
Day 1:
CORPORATE PROCUREMENT – AN OVERVIEW
- What is its function and purpose, plus why involving Procurement early is important
- Discover what technical and behavioural competencies the best buyers have
- Savings Targets – A Black Art – What type of targets do buyers have
GETTING THE BEST OUT OF CORPORATE PROCUREMENT
- What makes a good Software and Services contract – In the eyes of an IT Buyer
- What language to use and what language to avoid in your proposals
- Understanding buying styles
Day 2:
HOW BUYERS PREPARE
- What most Negotiation Plans will have and why
QUESTIONS AND ANSWERS BASED ON ACTUAL DEALS BEING NEGOTIATED BY ATTENDEES
- An opportunity to discuss specific deals or situations – based on pre-submitted questions
Testimonials
“Invaluable training. This should form part of every sales reps development.”
Derren Nisbet – Senior Sales Director, Oracle
“Useful insights to the measurements and therefore motivations of a procurement team.”
Karen McAllister – Sales Director, Oracle
“Excellent course. Absolutely brilliant use of the time.”
Eddie Sharkey – Core Technology Sales Rep, Oracle
“Excellent training for any software sales person. Provides real competitive advantage. I hope my competitors do not take this training.”
Rob McMahon – Sales Specialist, Oracle
“Exceptional insight into the big wide world of corporate procurement. Thank you for opening our eyes with such passion.”
Tracy
“A fantastic insight into the complex world of procurement.”
J.H., Trustmarque
“A fantastic, enjoyable and incredibly useful session packed with insights from the other side of the fence. Who better to train poachers than a master gamekeeper.”
R.P., Trustmarque