Rob Maguire has agreed to present to the SPA and run a masterclass on procurement and commercial tendering.
Procurement has become increasingly important to the sales professional. The growth of corporate procurement and the impact of centralised and, often, remote decision makers has had a profound change on the the sales process and the task of the sales professional. Once, this was restricted to direct materials and retail buyers. No longer, everything, from catering to legal services, now falls within the remit of the procurement team.
This workshop examines how procurement managers segment their expenditure, how they set their strategies for each segment and what it means for you if you are in the wrong segment from your point of view. We will try out the key tools buyers use to manage spend and control the commercial conversation.
We will look at how the customer market place has changed and how transactional buyers focus on price, sometimes to the exclusion of everything else. We will also consider the challenge facing the would be value seller and how to shift the focus to value and away from price.
Rob provides the strategic thinking and vision for our business and for our clients. He has commerce running through his core, with a ruthless focus on delivering overall business benefits. Possibly the best way to describe Rob is as a brilliant problem solver, inspirational and forward thinking. His innovative thinking and approach have lead to stunning business improvements for our clients, and broken stalemates in many commercial negotiations. Never predictable, his ability to motivate and drive results from the most unlikely candidates is superlative. That’s why our client’s keep coming back.
He has over 30 years purchasing and supplier management experience in both operational and management consulting roles working for Reckitt & Colman (now Reckitt Benckiser); Black & Decker, Austin Rover Group, Pricewaterhouse and Ernst & Young. His consulting experience extends to Europe, the Far East and the United States of America. He is a highly engaging speaker with extensive experience of chairing and presenting at conferences.
Rob is co-author and editor of “Good Purchasing Practice Guide” prepared on behalf of the Universities Funding Council for England and co-author of “Procurement Benchmarking for Higher Education”
When & Where
Sales Performance Association
The SPA is a membership forum for those
- responsible for improving sales performance
- supporting and advising sales led organisations
- developing sales people
In existence for over 60 years, the SPA offers a unique environment focused on providing insights into Current Issues, Best Practice and Application to improve sales performance. Challenging members to learn, share and apply best practice.
The membership is drawn from across industries and includes: sales directors, sales managers, sales executives, consultants and academics.
To enquire about becoming a member please email Paul Archer at email@example.com