Join this session
12pm, Tuesday 5th January 2021
This is for Agency Hackers members. If your agency isn’t a member yet, please sign up here.
What If Procurement Was Your FRIEND, Not Your Enemy?
- How can you turn procurement into an ally?
- What are their motives – so you can help them help you?
- How can you build a relationship with procurement (outside of a tender window)?
Here’s an idea – what if procurement was your FRIEND, not your enemy?
It’s easy to think that procurement are only there to stop you winning work and get between you and your client.
Wrong! Mike Lander is an ex-procurement professional and agency leader. He’ll talk about how to grow your relationship with procurement and turn it into an ‘unfair advantage’ over other agencies leader.
When a reporter asked bank robber Willie Sutton why he robbed banks, he said: “because that’s where the money is.”
For agencies, procurement ARE where the money is. But selling to procurement is not a quick fix sales opportunity.
You have to play this over the long term. As part of your sales strategy, you need to engage with procurement.