During this one-hour academy live recorded session, control over external
spend will be examined. The critical problem faced is establishing
relationships and credibility with those currently managing this spend and
persuading them of the value that the procurement organization can deliver.
This session will focus on what is required of the procurement organization to
develop strong communication plans and sales methods to establish themselves
as the partner to the business in delivering value from the procurement
Many organizations have taken significant steps forward in the skills of their
procurement professionals and the processes applied in the sourcing of goods
and services. However, for many procurement organizations there still remain
significant proportions of external spend over which they have no control or
input. This spend is managed by individuals with other operational expertise
who see little or no value in getting procurement professionals involved in
sourcing or managing this spend. These large areas of unmanaged or
uncontrolled spend represent significant potential for value delivery
opportunity through the application of commercial rigor and discipline that a
well-trained procurement professional can bring. It is these types of spend
that will be the focus of this discussion.
At the end of this course, you should be able to:
Identify and categorize nontraditional purchases in your organization.
Target key decision makers of high value-add opportunities.
Establish relationships and credibility with those currently managing this spend.
Develop strong communication plans and sales methods to establish procurement as the partner to the business in delivering value from the procurement process.
Demonstrate the value that the procurement organization can deliver.