Protection from back door sales
Training objectives
Key benefits of training
Improve the negotiating position of your company's purchasing department by better understanding the interdependence of departmental objectives
Your team will be able to safely discuss technical issues with suppliers without feeling like a prisoner of information
We teach you how to resist these types of vendor practices and use them to achieve your own goals
Description of training
Opt for global standards
Do you have the impression that the supplier is deaf to your attempts to negotiate price or terms of cooperation? Have you encountered the problem of top-down price ceilings or references to general terms and conditions or prior agreements with the project department? Do you feel that you are doomed to an unfavourable co-operation and that the supplier does not take you seriously?
After Eveneum's Back Door Sales workshop, all your fears will disappear - you will learn methods and tricks that will make your company's negotiating position much better.
How does Eveneum support supplier management?
Managing suppliers can be quite a challenge. Large companies have innovative technologies and perfectly trained salespeople who systematically and consciously build and strengthen their negotiating position. They are always ready to act and always have an answer to your every question. They use an extremely effective, but also specific negotiation strategy, making them an unpredictable and difficult business partner for you.
Don't give up!
Benefit from a backdoor sales defence workshop developed by Eveneum experts.
After completing the workshop session, your team will be able to safely discuss technical issues with suppliers without putting your company in a weakened negotiating position.
Key Programme Topics
Analysis of the techniques used by vendors (e.g. questions to engineers, bypassing the purchasing department) and how to counter them so as not to weaken the company's negotiating position.
Principles of technical interviewing and negotiation - when to answer questions, how to use feedback questions and making sure that „nothing is agreed until everything is agreed”.
Understand the impact of design decisions and specifications on costs, the risks associated with changing approved products/suppliers and the role of procurement strategy versus product development strategy.
MSUES 2.0 certification.
FAQ
When purchasing through our online shop, please provide your TAX ID (VAT) number and company name. We will issue the invoice on the day the payment is entered into our system.
Our pricing policy provides discounts for group registrations of a minimum of 4 people. Please contact us directly if you would like to register 4 or more participants for a training course.
The final choice of location depends on the geographical mix of registered participants. Most often, the final location is announced 30 days before the open training date.
21 years of experience in project and strategic procurement. For 11 years he has been co-owner of Eveneum, a company specialising in consultancy and training for procurement in industries requiring relationship building and trust between partners. His speciality is supporting clients in project procurement and early engagement of suppliers and the procurement department in development work. He carries out projects such as contract negotiations, supplier searches and negotiating terms and conditions on behalf of clients. Speaker at national and international procurement conferences. Lecturer of the procurement faculty at the Jagiellonian University.
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