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Selling to Procurement

Selling to Procurement Articles

21 Articles Found. Displaying page 1 of 3:

Insight into the changing role of the procurement professional 
White paper

With strategic procurement 'transformation' being a board level priority for many companies and aggressive tools such as reverse e-auctions being unleashed, how can sales professionals manage the procurement relationship to ensure their products and services are not treated as a commodity? Please read on for our latest research insight into the view from the other side!

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Playing the game: effective strategies for combating reverse auctions 
White paper

How can selling organisations breakthrough the commoditising effects of procurement technology? This whitepaper shares key research insights from Huthwaite's 2007 global study and offers real world case studies, tools and strategies for combating the impact of reverse auctions.

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Dealing with external procurement consultants 
Sleeping with the enemy?

The rise and spread of external procurement consultants poses a real challenge for many sales professionals. The consultants are seen to block direct client access and limit sellers' influence over the specification. But the biggest issue for many organisations is how their win rate is unfavorably impacted. So what are the best strategies for dealing with these procurement consultants?

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Provoking procurement with an unsolicited proposal 
Published in Velocity magazine

This paper shares how Xerox, SKF and other Global 2000 companies build tailored value propositions to influence procurement and pre-empt supplier rationalisation initiatives.

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The new purchasing tsunami 
Published in PM magazine

Many companies are now using external, third-party procurement consultants to manage the vendor selection process. How will this effect professional services firms?

The new purchasing tsunamiDownload / View (3201KB)


Inside the mind of sales 

What are some of the burning issues faced by bid and proposal managers? What can buyers do to improve their own sourcing processes and boost efficiency and competition? Graham Ablett and Andy Moorhouse find out.

Inside the mind of salesDownload / View (396KB)


Dealing with external procurement consultants: sleeping with the enemy? 
Published in Velocity magazine

The rise and spread of external procurement consultants poses a real challenge for many sales professionals. So what are the best strategies to use?

Dealing with external procurement consultants: sleeping with the enemy?Download / View (195KB)


Winning With Procurement - Conference overview 

On 4 November Huthwaite International hosted a one-day seminar headlined Winning with Procurement at the Grand Connaught Rooms in central London. The event, with its line-up of 10 internationally recognised speakers, proved hugely popular, drawing 120 delegates from around the world.

Winning With Procurement - Conference overviewDownload / View (717KB)


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