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How to disarm procurement

January 20, 2009 | Author: Tim Williams

If clients employ professional buyers (procurement agents), shouldn't agencies employ professional sellers? And shouldn't it be the job of professional sellers to know not only how to deal with pricing objections, but how to structure a deal that will solve both parties issues?

Why do procurement departments exist?

a. To get the best possible price.

b. To get the best possible value.

What procurement is really trying to achieve

It's easy to assume that procurement professionals are interested only in saving money by getting your services as cheaply as possible....

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