“Think like your customer thinks; think how procurement thinks; understand that strategic sourcing process. Ask what’s important – what’s the evaluation criteria? What’s the timeline? And really respect that and build the relationship so you can be a trusted advisor when they have an issue or when they’re trying to solve a problem – you would have a leg up in that bid opportunity or a project.” – Jill Robbins, Managing Director, Strategic Procurement, Matchbook, Inc.
Procurement has the best seat in the business right now with more influence on spend than ever before, yet still remains incredibly elusive to the sales teams 18 months into pursuing them. We have to ask – is procurement the problem or is sales just not getting it? Regardless of which side you’re on, that answer is probably blocking deals and opportunities for innovation in your organization.
It’s the seemingly age-old question asked in this episode of Procurement for the People that now has a very clear answer bridging the gap between those that hold the spend and the ones looking to win their business.
Show host Katherine McCleery brings the two worlds together with guest Jill Robbins, for a masterclass on selling to procurement and how to make an impact on the value chain. Jill opens up her own sales playbook built upon years of experience in procurement:
- Why respecting procurement’s role and the strategic sourcing process will get you in the door for more conversations
- How sales professionals can win future business by ensuring success after contracts are signed
- The key to procurement’s future and the stakeholder collaboration that is building the value chain for innovative companies