RECESSION READY: Staying Close to Procurement

• It seems natural to want to batten down the hatches when a recession is looming…
• …but could this be the moment to strike?
• In this session, ex-procurement director Mike Lander shares his insight into how procurement handles a recession, and how you can build relationships for long-term success.

“A very old adviser of mine once said to me, ‘The best time to invest in marketing and relationship building is when no one else is doing it – in a recession’,” says Mike Lander, CEO of Piscari.

Mike worked as a procurement director for years, and now helps agencies negotiate better deals with their clients. He suggests that staying close to procurement now could result in stronger partnerships with clients when the worst is over. 

“Engaging with procurement is not a short game – it takes time. So, now is a very good time to start engaging with procurement people for a longer-term benefit,” he says.

In this session, Mike will be taking us through:

• How can you start to build relationships with procurement during a recession?
• What is procurement doing during times like this? How much control do they have?
• How can you negotiate with procurement and still come out on top?

For example: “Don’t be surprised if clients come to you and say, ‘Our needs have changed, we need to vary your contract and look at short-term projects based on time and materials’,” says Mike.

Come along to find out how you can get to the top of procurement’s list during a recession, and potentially grow in an economic downfall.