Managing the Buyer
An online training workshop – 23/24th September 9am to 1pm (Melbourne time)
“Understand how modern procurement teamswork and think”
About this workshop
The rise and rise of professional procurement has changed the dynamic of how salespeople and buyers interact in recent times:
So, do you ever get confused, even perplexed, by the approach of your customer’s Procurement teams?
Wonder how to apply the principles of your CRM strategy, solution selling approach or strategic selling agenda?
Struggle to work out the procurement manager’s true objectives? Is it ever more than just price?
In this short online workshop you can quickly learn exactly how the procurement agenda has evolved and where it is heading next, and:
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How to build relationships, when it is “not allowed”
How to sell your story in one-line on a tender form
When to ask questions, and how …?
Work to their agenda, as well as yours
How to get past the longlist, then the shortlist and to WIN
GET THE CHANCE TO ASK ALL THOSE QUESTIONS ABOUT
PROCUREMENT THAT YOU WERE AFRAID TO ASK!
Learning Outcomes
1. Understand your buyer’s goals better
2. How to adapt your B2B sales strategy accordingly
3. Navigate your customer’s decision-making unit (DMU) better
4. How to meet their SRM strategy with your CRM approach
5. Help your client buy from YOU
MANAGING THE BUYER workshop
CORE CONTENT 2025
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Understanding the procurement landscape & culture
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The future for buyers & sellers inc use of technology & AI plus agile procurement BIG ROOMs
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Strategic procurement & The Kraljic Matrix
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What made procurement such a success during the pandemic … ?
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Changing notions of value
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How procurement priorities have shifted structurally post-Covid
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Where price v quality v availability v ESG policies sit with your buyer?
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How to fit Managing the Buyer into your ‘strategic selling’ or ‘solution selling’ approach
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Top Tips for your BID … from the buyer’s side of the table
WHO should attend this workshop?
This workshop is designed for your core sales team, bidwriters or your wider support team that interact with the customer’s procurement managers at all levels.
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Proposal managers
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Bidwriters and Bid Team leaders
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Sales managers
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Pitch consultants
PREVIOUS ‘MTB’ PROGRAMMES
HAVE RUN SPECIFICALLY FOR
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Sales managers at all levels
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Bidwriters
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Lawyers
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Accountants
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Recruiters
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Management consultants
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Procurement consultants
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Travel management agencies
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Marketing services teams
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Boards & senior management groups
Endorsed and supported by the APMP ANZ chapter
