Solving the Procurement Puzzle with Mike Lander

Through the Line with Andy Bargery

Business development is a constant challenge for marketing agencies. Most are on a constant hunt for new business and spend their time pitching to marketing directors, managers, heads of, CMOs etc. But in good old B2B marketing, we're forgetting about the other players in the decision-making unit. And the biggest players of all often sit in procurement. Particularly if you're selling to large brands. It's worthwhile spending a bit of time learning what makes procurement managers tick then, right? To find out how they negotiate, how should you engage them, what personality types you might find in procurement teams...and so on. I thought so and invited ex-procurement lead and now agency advisor MIke Lander, to join me on the show. My word does he share some value. If you want to learn how to better manage the challenges of selling to procurement pros, you're in the right place.