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Procurement for Sales




Procurement is the cousin of sales – one buys, the other sells.


Professional sales people will be the first to point out that their procurement cousins are often difficult to work with. They withhold information, are fixated on savings, can be unnecessarily aggressive and frequently just plain difficult to engage. In fact, they often act like no other corporate team a sales professional would encounter.


What if sales could understand procurement? What would it mean commercially if you knew procurements hopes, fears, passion, drivers and motivators? Not only would you be able to build constructive commercial partnership, you could;

• Prevent accounts going to tender;
• Increase ‘wallet share’ with existing clients; and
• Improve the likelihood of winning more tenders.


But first, you have to understand procurement.


This program will equip sales professionals with an insider’s understanding of procurement. More importantly, it will teach and explore:

• How to identify and engage the different faces in procurement
• The dominant challenges that procurement experiences
• What it takes to integrate your business into category strategies, the business case and tenders
• The methods of securing broader sponsorship and stakeholder support
• How to produce well-structured tenders that demand attention
• How to impress upon procurement the importance of becoming a ‘Customer of Choice’
• How to move your business from being a supplier to acting as a business partner
• The evolving nature of procurement and what it will take to service future need


Event Details

Tuesday 10 November, 2015
9.00am – 5.00pm
Christie Conference Centre
320 Adelaide Street
Brisbane, QLD 4000


This is a partner event run by Synthesis Group, register now or contact the organiser for more information:




+614 07 900 156


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Event Details
Tuesday 10 November, 2015
9:00 am - 5:00 pm
Christie Conference Centre Brisbane
320 Adelaide Street
Brisbane QLD 4000

Christie Conference Centre Brisbane
320 Adelaide Street
Brisbane QLD 4000


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