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Tactics for dealing with procurement

Sales and Marketing

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As corporate and public sector procurement departments tighten their grip, it’s crucial to understand how to work with them and differentiate your pitch.

We often hear from our members about the challenges of dealing with procurement. Working with procurement often feels adversarial. Not only are they expert negotiators, they’re trained to drive down costs and get discounts.

What’s more, over the past few years, procurement departments have become more powerful, more sophisticated, and at times seem dead-set on commoditising every aspect of a supplier’s solutions. For many, the process is an ongoing struggle of dealing with third party negotiators, blind RFPs, reverse auctions, commodity pricing, and hardball sales negotiating tactics. 

So, what can businesses do to avoid having their solutions commoditised and their sales cycles delayed? This dinner will dig deeper into the role of procurement and understand what they are trying to accomplish. By understanding their objectives, you will be better positioned to work with procurement and achieve a successful sales outcome. 

This dinner will look to explore, but will not be limited to:
  • How to build more fruitful relationships with procurement
  • How to negotiate the best deal and pitch as the best option
  • What procurement wants to see in a presentation or proposal
Supper Club Members only
Booking is now closed for this event

Tuesday 28 August, 2018 6.30pm

The Oyster Shed, 1 Angel Ln, London EC4R 3AB