Details
Summary:
Most agencies avoid procurement if possible in a new business pitch. This is a mistake. Engaging with procurement will rarely win a pitch but it can be a deciding factor if all else is equal. This seminar describes how to understand procurement – who they are, how they are trained, how they are incentivised, what they are looking for, what they like and don’t like: how to make a favourable impression on people whose understanding of PR is usually very different from the client’s. The seminar explains the procurement ‘value matrix’, red rags, the ASCI table and other tools which procurement use in evaluating professional business services. Above all, it recommends talking to procurement in their own language, and describes what this is.
Event Type: Classroom
Address: PRCA, 82 Great Suffolk Street, London, SE1 0BE
Places available: 10
Places remaining: 6
Trainer: Adrian Wheeler FPRCA
Event Overview
It is aimed at anyone who has to deal with Procurement at any stage of the marketing cycle and covers all facets of their involvement including examples of best and worse practice:
- Rosters
- Agency selection
- Pitch process
- Fee negotiations & Performance Related Pay
- Rate cards
- Performance reviews
- Evaluation
- Best & worst practice - by clients & agencies
- Procurement ‘toolkit' including e-auctions
- Golden Rules and Hints & Tips
- Q&A
Winning with Procurement will impart a real understanding as to what makes Procurement people ‘tick', and how best to work with them - particularly for new business purposes, and how to ensure that great PR receives the respect and remuneration that it deserves.