Advanced Procurement Strategy

ADVANCED PROCUREMENT STRATEGY COURSE DESCRIPTION:

Sales and Account Management professionals are facing increasingly sophisticated and involved procurement organizations. The rise of procurement’s involvement creates challenges for value-rich companies, including:

• Commoditization of products and services
• Margin erosion and price pressure
• Longer sales cycles
• Relationship erosion

Looking ahead, it is critical to navigate these challenges while continuing to drive the sales process. As procurement continues to expand its influence and attempt to create a “level playing field” by limiting access and assessing suppliers on a price basis, sales professionals must fight for value. 

This course leverages IMPAX NxtGen™ Selling and provides participants with actionable strategies to navigate procurement and drive the sales process while in a tendered opportunity.

ADVANCED PROCUREMENT STRATEGY COURSE OBJECTIVES:

Participants will build actionable capabilities to immediately increase productivity by:

• Assessing customer opportunities to identify strengths, weaknesses, and appropriate actions
• Developing a deep understanding of the customer’s business direction and departmental needs (beyond the tendered opportunity as written)
• Developing a relationship strategy to gain access to senior-level decision makers (beyond the Procurement evaluation team)
• Creating a gatekeeper and procurement strategy
• Delivering high-impact business presentations that drive action
• Positioning value over price

ADVANCED PROCUREMENT STRATEGY COURSE TOPICS:

• Introduction to the IMPAX NxtGen™ Process
• Procurement Basics
• Target Opportunity Selection
• Gathering Customer Insight
• Developing Value Messages
• Relationship Strategy
• Building Customer Coaches
• Gaining Access to Decision Makers
• Neutralizing Gatekeepers
• Procurement Strategy
• Delivering Customer-Focused Presentations
• Executing Your Strategy

TRAINING AUDIENCE:

Strategic B2B sales and account relationship management professionals who regularly interface with Procurement, including:

1. Sales Representatives
2. Enterprise Sales Executives
3. Key Account Executives
4. Other: Anyone who is customer-facing, and/or actively engaged in customer relationships and activities

TRAINING DELIVERY:

Blended Method of Instruction: This course is a blended learning experience, comprised of a self-directed digital course followed by an instructor-led application workshop. The instructors are experienced sales leaders who have faced the same realities as the participants. Participants will actively develop a real customer opportunity that will be ready for immediate implementation.

• Digital Learning: Participants begin with a self-directed digital course to establish a foundation in the process. The digital course consists of nine instructional modules plus a certification exam. Each module takes 30-45 minutes to complete, and learners may progress at a pace comfortable to them.
• Application Workshop:  Following the digital course, participants complete a live application workshop (virtual or in-person) to strengthen and apply concepts covered in the digital course to a live opportunity. Attendees identify a real opportunity in their pipeline to advance during the workshop. They will apply learnings and develop the account throughout the application workshop.