Day 1
- Procurement evolution procurement processes
- Speaking business case language
Day 2
- Supplier relationship management
- Negotiating with procurement
Buyer Proof
& Business
Case Selling
Do you want to learn how to do business with a company and not just from the relationship around the product or service with 1 stakeholder? This training provides immediately applicable insights and tools. Moreover, you will learn how to build strong communication at every stage of the sales process.
What to expect
Procurement maturity continues to rise due to the far-reaching degree of outsourcing. Companies do business with companies in B2B, the relationship goes beyond the personal customer-supplier relationship.
Governance, transparency, business case, processes, continuous improvement, performance and contract management are an integral part of a modern customer-supplier relationship.
In this course, you will gain full insight into how ‘the other side of the table’ is organized and thinks, and you will learn how to respond to this in a concrete way and create assets in your B2B sales approach.
Who is this training intended for?
For the ambitious B2B sales professionals who want to interact professionally with procurement and/or other purchasing executives and build strong relationships here as well.
Why should you attend this training?
Want to learn how to do business with a company and not just from the relationship around the product or service with 1 stakeholder? This training provides immediately applicable insights and tools. In addition, you’ll learn how to build strong communication at every stage of the sales process.
Practical
Buyer Proof & Business Case Selling is a 2-day training.
Where and when?
Mechelen – May 26th and 27th 2025 (NL)
Investment?
€ 1.595,- including materials (with playbook) and full catering, excluding 21% VAT.
Number of participants?
Maximum of 12.
Learning Experience
Course overview
Procurement evolution procurement processes
- In B2B, companies do business with each other, not just individuals
- Learn to anticipate the various maturity phases of procurement
- the main procurement processes: create your own pole position
Speaking business case language
- ‘COST – VALUE – RISK’ are far above price and product/service
- 9 performance areas in B2B
- Advisory selling: best practices and business case language
Supplier relationship management
- From tendering to SRM: How to become supplier of choice?
- Value chain mapping as a new method for ‘win win’
- From review to progress meetings: the importance of next steps
Negotiating with procurement
- Macro versus micro arguments
- How to counter substantively and qualitatively when under negotiation pressure
- 5 dirty tricks that are particularly difficult to avoid
*The training programme may differ from the above outline
Buyer Proof & Business Case Selling
The lecturers
prof. Manu Matthyssens
Procurement Advisor SOLVINT & Professor Procurement Antwerp Management School
More information
Request a brochure
To receive the ‘Buyer Proof & Business Case Selling’ course brochure, fill in your details below and click ‘request’. We will also contact you to discuss the course and assess how well it aligns with your ambitions.
“We practice, what we preach.”
Buyer Proof & Business Case Selling
Register online
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