Driving Forces, Processes, Mechanisms and Methods

Moderator: Purchasing Expert Dr. Dietmar Kirchner
(former Director of Corporate Purchasing at Deutsche Lufthansa, currently works as a consultant for innovation adaptation and purchasing strategy)

Every salesperson must be familiar with the objectives and working methods of purchasers. Take part in our new workshop "Understanding the Purchasing Process – The Key to Higher Sales." Learn how modern purchasing departments organize procurement projects and what this means for your sales work.

Increasing cost pressure is forcing more and more companies to professionalize their procurement processes, and the importance of purchasing departments is steadily growing. Whereas in the past, purchasers only supported the operating departments or just handled the orders, today, purchasers lead complete procurement projects. This transformation is changing the related purchasing structures, communications and processes and is driving the more widespread use of procurement platforms. Price negotiations are being replaced by auctions.

Modern, innovative sales organizations cannot evade this development. We explain the new purchasing processes and the underlying mechanisms to you in a 1-day session. You will become familiar with the professional tender process with the help of specific examples from your business sector. Benefit from the experience of the moderator and the other participants. Optimize your sales processes and adapt your sales activities to the new challenges facing your business.

Topics:

I. Modern Procurement Processes

1. Cooperation between Operating, Purchasing, Controlling, Auditing Departments and Risk Management
2. The Procurement Process of a Modern Purchasing Organization
3. Procurement Types by Category

II. Psychology of Purchasing

1. What Kind of Organizations are Requesting Bids?
2. What Kind of Purchaser Am I Dealing With?
3. How Do I Recognize the Real Decision-Maker?
4. What Is Important to the Decision-Maker?

III. Procurement Instruments (Overview, Details, Key Success Parameters)

1. Limited Circle of Bidders, Strategic Suppliers
2. RFI (Request for Information)
3. RFP (Request for Proposal)
4. Auctions

IV. Specific Case Studies from Your Business Sector

1. Procurement Project Processes
2. How Do Purchasers Search for Suppliers?
3. How Do I Optimally Present My Company, Products and Services?
4. How Do I Apply at Purchasing Organizations and Why?
5. Examples of Successes and Failures

V. Closing Discussion and Exchange of Opinions

Price: EUR 480.00 + VAT / per Participant*

* We conduct the workshop as a public seminar in the fairpartners offices (in Langen near Frankfurt) at a price of EUR 480.00 per person plus value-added tax or as a company seminar for a fixed price upon request.

Information and Application:

fairpartners Communication Center