Most B2B sellers will have come across the Procurement function. For some, it will have been in the background, exerting an invisible influence on the buying decision. For others, it will have played a very visible, decisive role in deciding who got the deal and on what terms.
In order to sell to Procurement, you need to understand what the function is all about.
This short course explains what it is, where it is going and why it matters.
David is a business-owning management consultant, trainer, lecturer and coach in the areas of procurement, supplier relationship management (SRM), key account management (KAM), negotiation skills development, transformation and performance management. An inspirational leader with deep knowledge and practitioner experience of the whole suite of procurement strategies, tools and techniques gained over 17 years in consumer goods, automotive and aerospace & defence. A Fellow of the Chartered Institute of Purchasing & Supply (FCIPS), also serving as a non-exec Board member for 3 years to 2005. Previously judge on CIPS Awards panel in 2005. Member of the Chartered Institute of Marketing. David also leads the UK Advisory Board of the Strategic Account Management Association (SAMA). David gained an MBA in Strategy and Procurement Management (with Distinction) from the University of Birmingham (since 2009 he is visiting lecturer to the same programme), he also lectures in SRM and negotiation on the university’s MSC for NHS Management.