As more and more buying decisions are moving away from end users towards procurement professionals and buying consortiums, this course helps to funnel the frustrations and instead tailor the approach to a more successful outcome.
- Establishing the procurement framework
- Identification of key contact
- Selling the benefits for them to meet with you
- Understanding their needs and motivations
- Outlining how you can best meet these
- Utilising the procurement agreement to best effect
- Using reference network to propagate success