Chris Orlob’s Post

Simple. Succinct. Methodical. Love this closing process. The approach, and knowing it without hesitance, is all about enabling the customer to have a voice in the decision. You’re there to help them succeed in THEIR role for THEIR company. They win… you win. Never seen a deal that doesn’t meet both of those criteria. Well summarized here by Chris! 👏🏽 To reiterate: 1. Summarize the business value, the work you and they have put in, and why they began this project in the first place Then, 3 simple questions… 2. “How do you suggest we land this plane?” 3. “How would you prioritize your asks?” 4. “What’s going on in your world driving those asks?”

Closing a deal often means having to bend without compromising the integrity of the deal. We do this by finding common ground. Its never just about price. Uncovering customer needs and leveraging how your solutions solve them is the way to get there. What's at risk if we don't move forward by this time?

Is the procurement dialogue negatively impacting your negotiations? This usually happens because sellers haven’t spent enough time with business constituents before the procurement process begins. You need to ask questions about the problems the business side is facing. Focus on the business side early on. Once they agree they have specific problems and you know you can solve them better than the competition, get the business value built with them for solving these problems. Identify two or three problems that you solve uniquely well and work out the value of solving them. That way, when you reach the procurement stage and they push for a lower price, you can confidently explain why your price is justified due to the value you bring. If they insist on a lower number, you can tell procurement to meet the lower price like your competitor you will have to adjust the configuration of your offering. Inevitably procurement will tell you that you can’t change the configuration, they need all those elements as well. This shows that your price is based on the substantial value you deliver. Not just on matching a competitor’s lower price. Remember, focus on aligning with the business first. Get them to agree to the value you offer in solving unique problems. Then involve procurement but always stay true to your unique Value Proposition. P.S: Follow me for more content like this.

The most important concept in procurement. And the most underrated. Choose your hard. Meet your supplier and deliver bad news. Or write an impersonal email that ruins a relationship. Choose your hard. Allow for inefficiencies in the process and develop a lasting relationship. Stick to the process and miss important information. Choose your hard. Clarify T&C’s for the eighth time and avoid a dreadful renegotiation three months into the contract. Stick to a timeline for it’s own sake and ruin a partnership. Choose your hard. Ask obvious questions so you get it right. Provide all the answers so you’re right. Choose your hard. If procurement was about the process, machines would have replaced us a long time ago. But as long as it’s about choosing your hard, it never will.

Don't understand the supply chain meme? We'll explain it to you. Tendering in supply chain management is like getting price quotes from different sellers when you want to buy something. Step 1: You need something (goods or services) for a project. Step 2: You create a detailed document explaining what you need and the conditions you expect (this is the tender). Step 3: You send this document to potential sellers, asking them to give you their best price and proposal by a specific date. Step 4: Sellers send their offers before the deadline. Step 5: You review all the offers and choose the one that best meets your needs and is the most attractive in terms of price, quality, and other factors. Step 6: You award the project to the chosen seller, and they provide you with the goods or services you need. Tendering helps you find the right seller for your project at the best possible deal, just like comparing prices and features before making a purchase. #Tendering #SupplyChain #Procurement #BiddingProcess #SupplierSelection #ProjectContract #PriceQuotes #VendorEvaluation #TransparentProcess #BestValue

Check out my latest Negotiation Training Blog below - Contract Negotiation Deadly Sins, Part 1 of 3.

Negotiating with a client who has strict procurement processes can be challenging, but it's not impossible. 1. Understand Their Process; This will help you tailor your approach to fit within their framework. 2. Build Relationships not just with the decision-makers, but also with the procurement team as a trusted partner. 3. Highlight Value; Strict procurement processes often focus on cost, but it's important to go from Cheap & Expensive Concepts to Product Value-for-money, Problem-Solving Solutions, & Features-To-Benefits Strategy. 4. Being Patient, Persistent, and showing Flexibility. Every client and procurement process is unique.

What would an extra £3.25m profit do for your business? I recently completed a procurement review with an SME in the building products space. On paper, you'd ask why they needed it, with year-on-2-year sales growth of 23%, and operating profits up a staggering 165%, they were hardly struggling. But I guess that's the point. Why wait for a crisis to review your business? They suspected they had some areas that needed work, and wanted an external consultant to take a look. What I found was enlightening: ✅ Opportunities to better leverage their growth ✅ Opportunities to consolidate their tail spend ✅ Opportunities to improve their cost price management When rolled up into a strategic procurement framework the opportunity cost was £3.25m! This could increase already stellar profits by a further 160%! My tip; don't wait for a crisis to take action. You don't need a profits warning, loss of market share, or declining customers to make your business better. Feel free to ♻️ repost or share this with your network. ____________________ I’m Keith Wright, procurement professional for 30 years. I'm passionate about putting professional procurement on the map and making a material difference to the supply chain. For more free content, tips and ideas you can sign up to my free newsletter here: https://lnkd.in/eTyxjqJE

How the Iceburg Observer sees Procurement... From the casual onlooker observing procurement, you see a straightforward journey. You witness the completed transactions, the goods & services delivered, and the somewhat smooth procurement process. Surface Perceptions: For the Iceberg Observer, procurement is a series of transactions marked by the arrival of goods and services. You just see purchase orders, invoices, and goods/services arriving into the business. To you, the process appears smooth, predictable, and almost mundane. Here's what you don't see... Unseen Depths: Beneath this visible surface however, lies a world of complexities, negotiations, and meticulous planning. The Iceberg Observer remains unaware of the intricate relationships between procurement professionals & stakeholders, the strategic decision-making involved, and the balancing act to ensure optimal value for the business. The Unseen Challenges: Procurement professionals, have to navigate through negotiations, evaluate supplier relationships, manage risks, and strategically plan for the future. The Iceberg Observer may not witness the hours spent analyzing market trends, negotiating contracts, and ensuring compliance with regulations. The Strategic Depth: Procurement is not just about transactions; it's a strategic function that shapes the financial health and sustainability of an organization. The Iceberg Observer, however, sees only a fraction of the effort invested in making procurement a well-oiled machine. You might be surprised to learn about the meticulous planning, data analysis, and relationship-building that contribute to the visible tip of the procurement iceberg. So…The next time you think #procurement is easy, look beneath the water line. That’s where our real work is. I'm now open to procurement contracts and consultancy work, so drop me a DM if you have a requirement.