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Selling to Procurement: Strategies That Improve Win Rates
Author: Tony Hughes, Huthwaite International; David Freedman, Huthwaite International
Presentation Handout | May 15, 2011
How can you influence a purchasing manager who ignores your value and threatens you with disqualification if you step outside the formal procurement process? Real case examples from SKF, Zurich and other Global 2000 organizations demonstrate how different strategies can improve win rates. Learn how to: * Use practical strategies that can be immediately implemented * Combat commoditization * Cope with restrictive bidding rules * Deal with blocked access, reverse auctions and external procurement consultants
Available to SAMA members only
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