No matter how strong your relationship, your key contact in your customer business will have to involve Procurement in contracting for your services. Free shipping for many products! Join us for FREE on our next Zoom based webinar by clicking the link here. hbspt.cta._relativeUrls=true;hbspt.cta.load(275587, '7046a4d9-d938-4a3e-a983-657a1b55220a', {}); Ray Makela is CEO and Managing Director at Sales Readiness Group (SRG). Sales people are failing when they are dealing with Procurement teams. What needs to happen, what's the timeline, what are the key steps, what can you do; and more importantly, what are you expecting the customer to do? Far from being a blocker to your next contract, Procurement can actually become a champion of your growth. The Four Pillars’ Selling to Procurement programme will fully prepare your sales personnel to deal effectively with their opposite numbers from your customers’ procurement team. CIRAS Checklists & Guides. The workshop is designed for prospective vendors who are interested in learning about the Fairfax County procurement process. Well, thank you for that question. The Office of General Services Procurement Services Group awards thousands of competitively bid contracts for use by State agencies, political subdivisions and other organizations authorized by law to purchase from State contracts. In this Q&A, Ray Makela, Chief Customer Officer at Sales Readiness Group, shares five recommendations to get synergy when selling to procurement and prevent your opportunity from getting stuck in the procurement process. The final piece I'll leave you with about how to keep that opportunity from dying or getting stuck in procurement is—you just need to be tenacious in your follow-up. Often it feels like Procurement has no real understanding of your value proposition, too little concern for the wider needs of their own business and a desire to eliminate or capture all of your value from the relationship. If you want to succeed at selling to bigger companies, you need to develop new strategies for dealing with Procurement stakeholders. I'm going to outline some ideas that you can consider when selling to procurement to speed along that process.The first step is to understand the rules under which procurement is playing. Selling to Government (Procurement) In 2017-18 there were 73,458 contracts published on AusTender with a combined value of $71.1 billion. // ]]> Procurement Sell To NYC. 8015 SE 28th StreetSuite #200Mercer Island, WA 980401-800-490-0715, © 2021 Sales Readiness Group, Inc. All Rights Reserved. Selling to Foreign Governments Each year, trillions of dollars in foreign government procurement opportunities are put out for competitive bidding. A 12-month or longer end-to-end process is not a surprise in any way. Selling to Procurement: 5 Strategies for Win-Win Negotiations. So understand what those steps are and make sure you have a real appreciation for what you need to do to become accepted as a vendor and to get that project moving forward. Sales teams are increasingly faced with selling to Procurement and professional Buying Agencies. Selling to Procurement Protect existing business & win more sales, with our programmes on how to sell effectively to Procurement people. Don’t miss updates on Procurement & Supply Chain, Subscribe here! So map the organization, understand who's involved, and in the decision-making process know who's going to weigh in and who gets to vote. Supplier Training Procurement and Supplier Diversity Services (PSDS) provides bi-monthly vendor (supplier) training sessions in order to help suppliers understand the purchasing and accounts payable processes at the University. But here is the ironic part. What else can we do to keep this moving forward?" The key is to understand them and what they need and to build effective strategies to engage them. Does “Selling” Procurement Feel Impossible? The final step is to outline the actions and dates that are necessary. Selling Skills In this Q&A, Ray Makela, Chief Customer Officer at Sales Readiness Group, shares five recommendations to get synergy when selling to procurement and prevent your opportunity from getting stuck in the procurement process. In conclusion, outline the process from proposal through closing. Let's see if you can meet with them and figure out what their timelines and steps are. Once you have those agreements, you're in a better position to take control of that deal and get it closed on time. If there isn't a compelling need or a timeline, I think that should be a red flag that this isn't going to move forward as quickly as you thought or maybe the prospect is just kicking the tires. The last thing you want is for the client to be waiting for you to respond, and then somebody else gets in there and either closes the deal or distracts them from looking at your opportunity or your proposal. Based on our decades of Procurement experience we lift the lid on the workings of this increasingly influential function and give you the tools you need to succeed in dealing with them. Also, if you have coaches involved, they can help you with answering some of those questions and keep things moving forward. [CDATA[ There’s not one style of procurement, but many. Ireland - Selling to the GovernmentIreland - Selling to the Government Discusses the legal requirements for selling to the host government, including whether the government has agreed to abide by the WTO Government Procurement Agreement or is a party to a government procurement chapter in a U.S. FTA. Procurement Goal: Procurement … If your firm is already exporting, consider taking a closer look in your markets of interest. The State of the Process. This video is designed to help account … Sales and procurement are no different except the focus. Secrets of Selling to Procurement. Sometimes even influencing those dates and the decision making to get it done by a particular time. Be the first one responding, answering questions, and turning around agreements. Sales Negotiations: Selling to Procurement and Purchasing The battlefield of B2B sales has witnessed a crushing wave of fear and intimidation over the last two decades. When you’re selling to purchasing managers, keep in mind that it’s far more common for this type of prospect to be recognized for poor performance than good. Privacy Policy, Selling to Procurement: How to Get to Yes Faster. From traditional to progressive (my term for high-tech). Learn about our three programme tier options and content. Reviewing the Procurement Schedule, which identifies the statewide contracts coming up for bid, renewal, etc. Because often, opportunities go into procurement, they get stuck, you're not sure what's happening, and then you find out that you still haven't spoken with a whole steering committee or stakeholder group. By that way, you can avoid surprises, take control of that opportunity, and move it forward. These tough, highly trained professionals drive down your margins to next-to-nothing by focusing purely on price as the dominant force in the sale. Selling to Procurement professionals and negotiating with them is different. As a medical technology professional in the B2B marketing space, selling to increasingly professionalized procurement people is one of the hardest parts of the job. Slowly but steadily over the last 15 to 20 years, the role of procurement has risen in influence and prominence in organisations. In an ongoing effort to assist businesses interested in selling to the government, the New York City Department of Small Business Services Procurement Technical Assistance Center (PTAC) offers the four-part Selling to Government Series. Selling to the Government during a Disaster. Selling to the Commonwealth - Learn about Virginia’s procurement marketplace where all of Virginia State Agencies, Colleges and Universities, as well as many Local Governments, post bidding opportunities, get quotes and place orders for goods and services. Venezuela - Selling to the Government Venezuela - Selling to the Government Discusses the legal requirements for selling to the host government, including whether the government has agreed to abide by the WTO Government Procurement Agreement or is a party to a government procurement chapter in a U.S. FTA. Procurement Wants Control of All Responses and Commoditize your Solution. In this research paper we reveal our findings and the 5 strategies sellers must execute to succeed and get to the yes faster when dealing with procurement. Many customers have invested in their procurement function in order to be smarter buyers of goods and services. Why? The third step speaks to the authority, the involvement of stakeholders. In selling to the Quadrant 1 buying organization the best approach is to 'obey the rules'. We surveyed 138 procurement professionals to understand their purchasing process and expectations they have when dealing with vendors. When you are selling externally, you are selling the value your organization can bring to the table for your customers to help them achieve their goals. There is no doubt that the influence of Procurement on the buying decision continues to grow. For B2B sales teams, specialised Procurement functions are a fact of life in dealing with large modern corporations. Selling to Procurement. Selling is getting tougher for one key reason. VA operates a nationwide system of hospitals, clinics, VISN, data processing centers, and National Cemeteries which require a broad spectrum of goods and services.VA purchases these goods and services on a national, regional, and local level. For example when a provider doesn’t deliver on time, it’s likely the blame will be pinned on the purchasing manager who selected the provider. PurchTips Edition #332 Click here for the printer-friendly version. // to be involved in this. Mind of the procurement person and how to sell effectively to procurement: how to him/her! State of Iowa Contracting Resources & Information Four Pillars ' Founder and MD David Atkinson proposes strategies! And move it forward 980401-800-490-0715, © 2021 sales Readiness Group, Inc. All Rights Reserved over the last to! Achieve their goals the sale involve procurement in Contracting for your services different. Buying Agencies 're in a better position to take control of All and... Are selling to procurement with procurement teams 1 involves selling to Fairfax County. sometimes even influencing those dates and decision! Involved in making this decision and how is your Solution them and figure out what 's the... The opportunity, as opposed to an adversary, coaching, negotiation sales! Procurement: how to convince him/her to buy at selling to government ( procurement ) in there! Options and content when they are different personality types to your typical Maker... Governments Each year, trillions of dollars in Foreign government procurement opportunities are put out for bidding... What 's on the mind of the procurement person and how is your Solution different types. 2021 sales Readiness Group, Inc. All Rights selling to procurement, Subscribe here taking a look!