PT

Procurement Tactics Workshop

CPO 2022

3Novex x Procurement Tactics

August 2022
 4 things I wish I had known 10 years ago..

20% 66%

Final
Good deal Authority Create a connection
chance
Always give account There is no such thing as It’s not the company that
Separate people from the
managers a final chance a good deal decides to agree or
problem if your
negotiation counterpart disagree to a deal,
does not have authority people do.
 Today, I will try to teach
you what I have learned
the last 10 years….I hope I
can inspire you by telling
my truth, which is
obviously not the truth!
 That will lead to the following
agenda for today

• Part 1: perfect Procurement Strategy

• Break
• Part 2: negotiation preparation
• Part 3: negotiation tips & tricks
• Questions & discussion
THE TEAM OF PROCUREMENT TACTICS

PROCUREMENT EXPERT ONLINE MARKETER

MARIJN OVERVEST RALPH DE GROOT
This is what we do
 WORK & NEGOTIATION EXPERIENCE

Deal size €200 mio

Deal size €500 mio Deal size €300 mio

Deal size €250 mio

WORKSHOP PART 1
 PT
Trends & challenges

August 2022
2023 Procurement Trends & Challenges
 PT
The perfect 2023
Procurement Strategy

August 2022
What is your Procurement team’s
main focus this summer?
In a world that is changing fast, it’s
hard for Procurement to stop
running and focus on next year, but
I’m here to help!
How to
counter the
current
challenges?
A perfect Procurement
strategy, that works
towards a crystal clear
action plan
Which helps to answer
the following important
goalsetting questions

1: What are my target objectives for 2023?

2: How will my target objectives be achieved?
In the next hour, we
will discuss what to
include and what not..
Procurement Plotting
Procurement plotting
Before I let you dive in, an example of my Procurement Tactics strategy for 2023

Strategy goal

Counter Raise prices of courses with 10%

Inflation

Gain Competitive
advantage Create 3 new courses in Q1

Gain traffic to rank Put 8 articles online every week, grow to 50k organic visitors
higher on google per week

Implement Corporate
Social Responsibility Plan Give on course away for every sold one
McKinsey’s research on how to counter current challenges!
Intend Break point
WORKSHOP PART 2
So let’s start with my personal mission

Why is sales
perceived as sexy,
and Procurement as
boring?
My belief of how Procurement
could achieve better deal results!
 Let’s talk about
people before we
enter negotiation
preparation
Do you know, what
millennials value
as important when
it comes to work?
How should
Procurement prepare
for 2023
negotiations?
Every preparation starts with negotiation variable ranking

Variable Important to me Important to them

Don’t start with yourself, but with the expected supplier arguments

Negotiation variable theme Expected argument suppliers Counter argument

What are the advantages & risks of styles?
List your Like, intent and breakpoint always in advance

Negotiation Like to Intent to Breakpoint

Variables achieve achieve to achieve
Negotiation overview template

Supplier xxx Opening Like Intend Break point

Price $145.000

Investments $100.000

Payment term

Other variable 1

Delta vs deal last $377.640

year
Intend Break point
WORKSHOP PART 3
How should Procurement act & behave in negotiations
to achieve better deal results
Negotiation process
We should focus more on: find and
fight each other in the bargaining
zone

Instead of: opening extreme

Tricks PM’s should use to get the best results
Negotiation mistakes:
1. No preparation
2. Getting straight to the
business
3. Not having gives and
takes
4. Not understanding
cultural backgrounds
5. Competing instead of
collaborating
Wrap up 15 mistakes
Bonus! How to negotiate
online:
1. Prepare a script and use
it
2. Set an agenda
3. Prepare flinches
4. Use silence
5. Make screenshots
6. Have a contact line with
team members
 Now we finished this workshop, you
learned how to answer 3 questions

1. What does my 2023 Procurement Strategy look

like?
2. How do I prepare for my negotiations as effective
as possible?
3. How do I achieve maximum deal results in my 2023
negotiations?
A perfect strategy,
good preparation in
combination with the
tips we just
discussed…
Will lead to great
deal results in a
digital age!!
Intend Break point
Want to train your team? 15% off with code
‘3novex’ for all summit attendees! Contact me
via Linkedin or marijn@procurementtactics.com
Intend Break point