Today’s strategic professional buyer is no longer just the executor of a tendering or negotiation process. The procurement function operates more as a commercial advisor to the internal stakeholder, consulting them on their actual business needs, linking them with the best supplier capability they identify in the market.
Normally 60% of their work has already happened before an RFQ document reaches the seller. If the salesperson’s first interaction with the buyer only starts here, then it becomes indeed an uphill battle to change the conversation from price to value.
Engage with procurement early and approach them proactively. Support them in their consulting role by providing information that helps them shape and influence company needs.
Get in touch with us to learn how you can build winning business relationships with procurement.
