The rise of Procurement has changed the world of selling - but what are you doing differently?
Download instructions:
click the image on the left and the video* will start to stream (depending on your download speed, this may take a few minutes). Then sit back with a coffee and watch this 30 minute conference summary of our research findings into Winning with Procurement.
*Windows Media Player is required in order to view this video
Have you ever faced a purchasing manager that doesn't recognise your extra quality or added value? Ever been threatened with exclusion from the RFP process if you talk to the internal client?
Based on 1000+ case study examples of how Global 2000 organisations improve win rates Huthwaite International's global research study is the first ever to identify what successful companies do differently when selling to Procurement.
Huthwaite International's Selling to Procurement research insights cover the following areas:
- Dealing with a difficult procurement process - How Global 2000 companies improve win rates
- Aggressive procurement tools and processes (e.g. reverse auctions and third party consultants) and how to combat them.
- What Procurement wants: the value gap between supplier and procurement managers (and where sales people get it wrong)
- Procurement don't want a friendship- how to effectively build a value proposition to influence procurement
- Quantifying value: cross-industry best practice - Insights from Global 2000 companies
- Influencing the tender- impact on success rates
Huthwaite International shares the Selling to Procurement research insights via whitepapers, webinars, conference presentations and bespoke in-house client workshops. See the news section for a list of current activities.
To-date we have delivered strategies that help improve win rates to Global 2000 companies including: Agilent, Cisco, UPS, Zurich, Waters, and a Fortune 500 healthcare company.
Tony Hughes, MD Huthwaite International, summarises key research finds into selling to procurement
Download instructions:
click the image on the left and the video* will start to stream (depending on your download speed, this may take a few minutes). Then sit back with a coffee and watch this 30 minute conference summary of our research findings into Winning with Procurement.
*Windows Media Player is required in order to view this video
