How do you know which tenders, contracts and bids offer the best opportunity for your organisation to be successful? How much time do you spend on responding to RFP's & RFI's which fail to generate new business? The only way to answer these questions is to completely understand the procurement process from the inside out letting your competitors fall foul of the most common traps.
This module is geared towards businesses who respond to business opportunities that follow a formal procurement process
Key Deliverables / Outcomes
- How to confidently negotiate with Procurement Professionals
- Know what can be demanded, what can be asked for and what is non negotiable without jeopardising your chances
- An unique and valuable 'inside out' from a Ex Procurement Director's perspective
Summary Agenda
- This module will be run using live client case studies and simulations
- The Procurement Process - how suppliers see you and some of the tactics they use
- 'Selection Criteria' from the inside out exploring selection criteria and looking for opportunities of mutual gain
- Presentations - How to differentiate at all your organisations written and verbal communication
- Negotiations - What the other party will say and do and when they will do it - when you can be hard without damaging the relationship
- Building the Contract - developing the right KPI's & SLA's
- Increasing efficiency and profit
- Managing Risks - what to look out for and how to avoid making mistakes at every stage of the process
- Learning Transfer and Set Personal Action Plans
Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.
Related Links
» Advanced Sales Techniques
» Building Client Value
» Closing & Handling Objections
» Compelling Presentations
» Effective Time Management
» Enhanced Face to Face Selling Skills
» Powerful Negotiations
» Selling for non sales people
» Strategic Account Management
» Successful Networking
» Telephone Skills - Contact Call Centre
» Telephone Skills - Winning the Appointment
» Trade Show and Showroom Etiquette
» Writing Proposals
