Three Questions: 1. Have you ever noticed that working with Procurement is a painful experience? 2. Have you ever felt that Procurement's only job is to say "no" and lower your price? 3. Wouldn't it be great if your client's Procurement department actively supported and promoted your growth and expansion? If you answered "yes" to any of the above questions, then "Selling Value to Procurement" is a perfect fit for you! By attending this interactive workshop, attendees will learn about the Procurement function, its maturity scale, motivations, and how to leverage Procurement to organically align, promote, and grow your value based selling and win more business. WIN MORE BUSINESS through 3 Key Takeaways: • Making Procurement the Hero by identifying their Key Motivators • Identifying Procurement’s level of influence/decision-making authority • Gaining an insider’s view into Procurement…Learn how suppliers are ranked, classified, and developed AND Leverage highly successful sales strategies and key words (handout for attendees) Workshop Agenda Part 1: An inside look into Procurement Learn about the inner workings of the procurement organization and its key motivators. Part 2: Strategic Supplier Relationships - Build, Define, and Sustain By learning how Procurement views you as an external supplier, you can build a long-lasting profitable relationship. Part 3: Strategic Sourcing Exercise (optional) Work in small groups to leverage the Strategic Sourcing framework to create questions and criteria that cultivate the identification and scoping of strategic relationships with Procurement. What others are saying... • “This program taught me the right questions and phrases to present to Procurement. This has naturally given us the upper hand against our competition! Thanks Dan!” • “"Selling Value to Procurement" is a game-changer for sales organizations that want to win more business. Period.” • “This program has drastically increased my knowledge of the Procurement function the key motivators that lead to winning more business!” • “Dan is incredibly gracious with his time, knowledge, and insight. There's no wonder he's successful and people love working for him.” BIOGRAPHY: Dan Kelly is an internationally recognized Strategic Sourcing expert who has developed a deep expertise in Supplier Relationship Management. Dan is the founder of "The Negotiator Guru" which focuses on helping both entrepreneurs and Fortune 500 companies identify, negotiate, and grow highly successful client partnerships that ultimately produce higher revenue and lower costs. Dan has worked on the "buying" side of business deals for nearly 10 years serving in both public and private sectors. After being recruited into the FBI out of college, Dan quickly identified an opportunity to leverage his FBI training in the private sector focusing on Indirect Procurement. As a result, he developed internationally proven and recognized Strategic Sourcing framework that engages both the buyer and seller to identify, deploy, and sustain mutual growth opportunities organically. In addition to speaking, Dan has won multiple awards in both private and public sectors for his unique strategic negotiation capabilities and supply chain risk management expertise. Dan is originally from Minneapolis, Minnesota but has lived/traveled all around the world delivering an enriched appreciation for differing cultures and the interdependent nested levels of our global economy.