Selling the Procurement Function to the Business



 
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1.00 hour
Recorded Webinar
PEXDR00002

ID:1000000515
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About the Course

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 process.

Course Description

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.

Learning Objectives

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.

Agenda

The following topics are included in this course:

  • Categorization of nontraditional purchases
  • Identification of high value-add opportunities
  • Building relationships and credibility
  • Communication and sales methods
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