For anyone who wants or needs to understand procurement professionals, this is a session not to be missed!
Some of you will remember the fascinating Huthwaite presentations at past APMP UK events and conferences. Always up to the minute, this event will reveal insights from recent in-depth procurement and proposal research analysis to which the majority of us simply do not have access.
In his presentation, David Freedman, Associate Director at global sales and negotiation skills leaders Huthwaite International, discusses the challenge of selling or bidding when procurement professionals have a strong voice in the buyer organisation.
David will discuss recent research by Huthwaite into:
He'll also look at how procurement might try and manage prospective and existing suppliers. The talk will then cover how building value - and phrasing value propositions - has to be done differently for various customer audiences (procurement being one of them) and will share some brand new international research into what makes an effective value proposition.
- the real status of procurement professionals inside their own organisations
- the unwritten rules of bidding on RFxs
- what procurement people would really value from bidders and suppliers
- how to avoid common traps when dealing with procurement people.
About our speaker - David Freedman
David worked in Paris for three years as the speech writer for the President of IBM Europe after graduating from Oxford. He later founded marketing services consultancy The Business Works, then became Managing Director of Hill Murray Public Relations. He has provided consultancy and strategic advice at CEO level for high-profile companies including IBM, HP, BAE Systems and Logica, among others.
David joined Huthwaite in 2002 as Business Director for the information and communications technology industry. His current role as Associate Director includes leading many major bids, linking sales and marketing operations and forging industry partnerships.
David is a Fellow of the Institute of Sales & Marketing Management, a council member of the Management Consultants' Association, and former Chairman of the Chartered Institute of Public Relations MarComs group. He has spoken for Huthwaite at conferences and exhibitions including World of Learning, SMP, annual conferences for IACCM, SAMA and APMP and a variety of academic forums. He has also been on the judging panels for the National Sales Awards and the National Business Awards for many years.
This event, like most APMP UK regional events, is free to attend. Guests and non-members of APMP are welcome.
Attendance at this event will earn five Continuing Education Units (CEUs) towards the Continuing Professional Development (CPD) requirement of the APMP Accreditation Programme.
Follow the link below for further details and to book your place at this event: