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.

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What to expect

Procurement maturity continues to rise due to the far-reaching degree of
outsourcing (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 programme, you will gain full insight into how ‘the other side of the table’ is organised and thinks, and you will learn how to respond concretely to this and create assets create assets in your B2B sales approach.

For whom is this programme intended?

For ambitious B2B sales professionals who want to interact professionally with procurement and/or other purchasing executives and build strong relationships here too.

Why should you take this course?

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.

Practical

Buyer Proof & Business Case Selling is a 2-day training.

Where and when?

Mechelen – January 27th and 28th 2025 (EN)
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.

contact us for our combo deals

Learning Experience

Course overview

Day 1

  • Procurement evolution procurement processes
  • Speaking business case language

Day 2

  • Supplier relationship management
  • Negotiating with procurement

Procurement evolution procurement processes

  • In B2B, companies do business with each other, not just individuals
  • Learn to respond to the various maturity stages of procurement
  • Key procurement processes: create your own pole position

Speaking business case language

  • COST – VALUE – RISK’ staan boven prijs en product/dienst
  • 9 prestatiegebieden in B2B
  • Adviesverkoop: Best practices en business case taal

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 get around

*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 Schhol

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.

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