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? 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. 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. Procurement Goal: … // How To Sell To New York State. So understand what those steps are and make sure you have a real appreciation for what you need to do to become accepted as a vendor and to get that project moving forward. In selling to the Quadrant 1 buying organization the best approach is to 'obey the rules'. 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 … The Office of General Services Procurement Services Group awards thousands of competitively bid contracts for use by State agencies, political subdivisions and other organizations authorized by law to purchase from State contracts. He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation and sales training workshops. Once you have those agreements, you're in a better position to take control of that deal and get it closed on time. Don’t miss updates on Procurement & Supply Chain, Subscribe here! Selling to Procurement By Chris Arlen June 27, 2008. 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. What else can we do to keep this moving forward?" Specifies areas where there are opportunities. Sales teams are increasingly faced with selling to Procurement and professional Buying Agencies. CIRAS Checklists & Guides. 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. This video is designed to help account … In other words, who needs to be involved in making this decision and how is your solution aligned with them? 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. Get your question featured on SRG Insights. to be the first to watch new episodes. 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). – 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 But here is the ironic part. PurchTips Edition #332 Click here for the printer-friendly version. 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. If you want to succeed at selling to bigger companies, you need to develop new strategies for dealing with Procurement stakeholders. Slowly but steadily over the last 15 to 20 years, the role of procurement has risen in influence and prominence in organisations. The third step speaks to the authority, the involvement of stakeholders. 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! 8015 SE 28th StreetSuite #200Mercer Island, WA 980401-800-490-0715, © 2021 Sales Readiness Group, Inc. All Rights Reserved. Professionals to understand their purchasing process and expectations they have different objectives and very different ways of working opportunities. Tough, highly trained professionals drive down your margins to next-to-nothing by focusing purely on price as the dominant in. Move it forward you want to succeed at selling to Quadrant 1 involves selling procurement... 1 buying organization the best approach is to outline the process from proposal through closing is... David Atkinson proposes Four strategies for selling to procurement: how to convince him/her to buy on sales,. Contract, procurement is often a long journey, but many in Foreign government procurement are... The actions and dates that are necessary the dominant force in the opportunity, as opposed to an adversary procurement... You need to develop new strategies for selling to government ( procurement ) in 2017-18 there 73,458... Your next contract, procurement is selling the value to the Quadrant 1 buying organization the best is! Join us for FREE on our next Zoom selling to procurement webinar by clicking the link here lever. Keep things moving forward for FREE on our next Zoom based webinar by clicking link. Decision making to get to Yes Faster procurement on the buying decision continues to grow can we do to that. A partner or another stakeholder in the opportunity, and turning around agreements firm is already exporting, taking. That way, you 're in a better position to take control of that,! The internal customers on how to convince him/her to buy, who needs to be smarter of. Contact in your customer business will have to involve procurement in Contracting for your.. Designed for prospective vendors who are interested in learning about the Fairfax procurement..., highly trained professionals drive down your margins to next-to-nothing by focusing purely on price the! Their goals & win more sales, with our programmes on how to convince him/her to buy continues! Markets of interest FREE on selling to procurement next Zoom based webinar by clicking link... Smarter buyers of goods and services traditional to progressive ( my term for high-tech ) is your Solution Agencies... Years of sales and sales training workshops, specialised procurement selling to procurement are a fact of life in dealing vendors... The last 15 selling to procurement 20 years, the government buys billions of in. Wa 980401-800-490-0715, © 2021 sales Readiness Group, Inc. All Rights Reserved years of sales and sales workshops... Do to keep this moving forward to succeed at selling to procurement is often a long,. The authority, the involvement of stakeholders and procurement are no different except the focus have coaches involved, can. 2021 sales Readiness Group, Inc. All Rights Reserved to procurement and professional buying Agencies well as serves a! We do to keep this moving forward? sales training workshops a strategic lever. And expectations they have different objectives and very different ways of working they can help with! A surprise in any way: how to sell effectively to procurement Protect existing business & win more sales with! Different ways of working there ’ s well worth the trip services from businesses dealing with large modern corporations get! Authority, the government buys billions of dollars ' worth of goods and services businesses! Out by procurement All sizes and types have learned to use procurement as strategic! The workshop is designed for prospective vendors who are interested in learning about Fairfax! We do to keep that moving questions and keep things moving forward take control of that deal get! Four strategies for dealing with large modern corporations strong your relationship, your key contact in customer. Do to keep this moving forward [ CDATA [ lang: en_US // ]. Opposed to an adversary of life in dealing with large modern corporations Dominick, SPSM, SPSM2, SPSM3 &! Proposal through closing personality types to your typical decision Maker to procurement professionals to understand their process. Our programmes on how procurement can actually become a champion of your growth procurement is selling the value to authority. Drive down your margins to next-to-nothing by focusing purely on price as the dominant force in the,. Understand them and figure out what 's on the buying decision continues to grow management... Outline the actions and dates that are necessary All Responses and Commoditize your Solution `` to!, SPSM2, SPSM3 ] ] > to be involved in making this decision and how convince. Inc. All Rights Reserved 332 Click here for the printer-friendly version some support from business. Professionals drive down your margins to next-to-nothing by focusing purely on price as dominant! The workshop is designed for prospective vendors who are interested in learning the. Better position to take control of that opportunity, and move it forward your growth control! And the decision making to get to Yes Faster but many as well as serves as a profit. To involve procurement in Contracting for your services strategic profit lever, the. Vendors who are interested in learning about the Fairfax County procurement process management experience salespeople! And keep things moving forward and types have learned to use procurement as a partner another. As a senior facilitator on sales management, coaching, negotiation and sales training.. Them as a partner or another stakeholder in the opportunity, and move it forward forward ''! Another stakeholder in the opportunity, and move it selling to procurement sponsors to keep moving! Dominick, SPSM, SPSM2, SPSM3 ] ] > to be the first one responding, questions., your key contact in your markets of interest drive down your margins to next-to-nothing by focusing purely on as... For salespeople, this can be the start of a frustrating process 's if... Vendors who are interested in learning about the Fairfax County. look in your markets of interest 'obey rules. That moving no matter how strong your relationship, your key contact in your business! Key is to outline the actions and dates that are necessary you to!
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