The Art of Selling to Procurement Professionals (3 days)

Course Overview

Sales organisations are increasingly having to deal with procurement professionals who exert real pressure on price and are keen to get the very best deal for themselves. Salespeople can sell well, but when it comes to crafting the commercial deal, they can fail at the last hurdle. This three-day intensive MasterClass equips delegates with the skills needed to deal successfully with professional buyers and their buying organisations. It is designed to gives salespeople a real insight into the mind of the buyer and to give them the negotiating skills necessary to present their own case well and ensure that value is not left on the table.

Negotiation does not necessarily come naturally, but the good news is that its techniques can be readily learnt and put into practice. This MasterClass emphasises the need for thorough preparation and then takes delegates through a four-step negotiation process: from opening, to exchanging information and debating, to proposing and bargaining and finally to closing the negotiation and reaching agreement. Delegates are also taught how to deal with difficult people and to handle common tricks and traps. Negotiation does not necessarily come naturally, but the good news is that its techniques can be readily learnt and put into practice. This MasterClass emphasises the need for thorough preparation and then takes delegates through a four-step negotiation process: from opening, to exchanging information and debating, to proposing and bargaining and finally to closing the negotiation and reaching agreement. Delegates are also taught how to deal with difficult people and to handle common tricks and traps.

There is an emphasis on acquiring the “soft skills” necessary to negotiate well – communication, persuasion and building trust. The effects of personality and culture are explored as in tough negotiations it is essential to understand where you sit in the market, what your strengths and weaknesses are and where you derive your bargaining power from.

This is a lively MasterClass with a chance for delegates to network with others, learn by discovery while taking part in a number of role-play scenarios, look hard at their own organisation and its position in the market and improve their ability to negotiate the best deals.

Feedback on individual performance is given and delegates will receive full course notes a variety of templates and access to further sources of information and expertise.

Course Contents

Introduction to Negotiation

  • Why do we negotiate?
  • The fundamentals – LDO, MDO and BATNA
  • Negotiation is a trading “game” – so what do you have to trade?
  • The negotiation process
  • Positions, interests and concessions
  • Beware of tricks and traps

The mind of the buyer

  • Buyers and sellers think differently
  • What motivates buyers?
  • How does a buyer view you as a supplier?
  • How do you as a supplier view the buyer and their organisation?
  • Markets and how they operate
  • Porter’s five forces, the Kraljic matrix and other tools to help
  • Price versus relationship

Power and fairness

  • What is power and how is it derived?
  • The rules of power
  • What can you do to increase your power?
  • What do we mean by fair, equal and equitable?
  • Is commercial negotiation fair?

Positioning your organisation

  • What have you got to trade?
  • Why are you better than the competition?
  • Cost, price and value – just what is value?
  • What value do you add for the buyer
  • Can you put a price on this value?

Personality, Culture and Behaviour

  • What do we mean by personality?
  • Understanding culture
  • How personality and culture affect behaviour in negotiation
  • Adopting the right behaviours
  • The 36 Chinese strategies

Dealing with buyers in practice

  • Responding to Invitations to Tender, RFPs and RFQs
  • Avoiding last minute give-aways in negotiation
  • Responding to a request to reduce prices
  • The value of relationships – when does relationship matter?
  • What to do when things go wrong

Putting together bids and proposals

  • Putting together a good bid – one that gets noticed
  • What do buyers look for in a bid or proposal?
  • How are bids evaluated?
  • A real proposal dissected
  • Evaluation of bids and proposals

Managing contracts

  • What are contracts and why do we need them?
  • How to write an effective contract
  • The contract management lifecycle
  • Understanding SRM (Supplier Relationship Management) – buyers like to use this
  • When CRM meets SRM
  • Long term contracts and partnerships

Benefits of Attending

  • Secure vital sales deals by standing out from the competition
  • Negotiate better terms with your customers – more volume and greater margins
  • Understand the mind of the purchasing professional – what drives them
  • Understand your organisation’s strengths and weaknesses and where it sits in the market
  • Master the fundamentals of successful negotiation
  • Use this knowledge to negotiate confidently and effectively to create additional value for you and your organisation
  • Create power for yourselves and dispel unhelpful notions of what is or isn’t fair
  • Put in place effective preparation strategies for negotiation
  • Move through each step of the negotiation process, from opening to closing
  • Trade effectively and make the right concessions
  • Understand how gender, personality and culture affect attitudes and behaviour in negotiation
  • Put yourselves in your customer’s shoes and see things from their point of view
  • Communicate effectively, persuade, influence and build trust
  • Make the right trade-offs between results and relationship
  • Develop strategies for the dealing with difficult people
  • Avoid difficulties, and handle conflict effectively
  • Determine what it takes to measure your success in negotiation

Who should attend?

This highly practical and interactive MasterClass has been specifically designed for:

  • Sales People
  • Sales Managers
  • Sales Directors
  • Sales Executives
  • General Managers

It will also be suitable for budget holders, finance managers and other staff who are involved in the selling process and who wish to improve their margins when dealing with procurement professionals and with buyers in general.

Trainers

Meet your training course director: Steve Mallaband

Steve MallabandSteve is a procurement professional with over 20 years’experience, and has held senior positions with several large organisations both in the UK and abroad. He has carried out many negotiations during this time for all shapes and sizes of commercial deal. He fully understands the challenges faced by salespeople and has gained a huge respect for those at the top of their trade. For the last 7 years he has provided training and consultancy to a variety of clients around the globe and is a knowledgeable, interesting and entertaining presenter who is able to draw on his practical experience to excellent effect.

Meet your training course director: Ros Howard

Ros HowardRos is a professional business trainer with a rich and varied career in industry and education. She believes that excellence in negotiation, communication and other “soft skills” is vital for business success and has a real passion for instilling learning in others. For the last 10 years she has provided training, coaching and consultancy to a variety of clients in many different countries and from many different organisations. She is a dynamic and inspiring presenter who, having taught English as a Foreign Language, is particularly sensitive to the needs of the non-native English speakers.

Steve and Ros work together to deliver this Negotiating with Procurement Professionals MasterClass, offering you the best of both worlds – a very experienced practitioner backed by an expert in communication and soft skills.

 

Meet your training course director: Andrew Neilson F.C.I.P.S. (Chartered) F.C.I.L.T.

Andrew Neilson Andrew is a professionally qualified and award-winning procurement and supply chain executive. He has led and developed procurement and supply chain functions within leading UK based, globally reaching organisations including in country management across the Americas and the Far East. He was elected as a Fellow of the Chartered Institute of Purchasing and Supply in 2016 followed closely by becoming a Fellow of the Chartered Institute of Logistics and Transport in 2017.

Andrew has now taken all of his experience into providing expertise to clients / businesses of any size with end to end procurement, supply chain and logistics training / consultancy services on a global basis. Training is delivered to all types of organisations both publicly and on-site/in-house on Supplier Relationship Management, Category Management, Negotiation, Contract Development, Operations Management, Customer Relationship Management and Inventory Management plus anything you need within an end to end Supply Chain.

  • Achieved Chartered status of the Chartered Institute of Procurement and Supply 2019
  • Elected as a Fellow of the Chartered Institute of Logistics and Transport 2017
  • Elected as a Fellow of the Chartered Institute of Procurement and Supply 2016
  • Nominated for National Travel Buyer of the Year 2012
  • Winner of Chartered Institute of Procurement and Supply – Best Purchasing Initiative 2008
  • Finalist - European Supply Chain Excellence Awards – Individual Contribution to Supply Chain within the EU 2008
  • Finalist - European Supply Chain Excellence Awards - Sourcing & Procurement 2008
Upcoming Course Dates *

 

*Also available In-House
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