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.

The course will explore:

  • 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