Chapter 2

Is procurement a blocker, or another buyer to win?

Bộ phận mua sắm cản đường, hay cũng cần được thuyết phục?

The chapter's question

What does the customer's procurement team need from me?

Big idea

Procurement does not evaluate the solution; they evaluate risk and price, and they have their own criteria.

In this chapter

  1. Part 2.1

    Vendor Paperwork

    Which documents do they require, and do I have them ready?

  2. Part 2.2

    Competing Quotes

    Are they required to obtain three quotes?

  3. Part 2.3

    Negotiating Here

    When procurement pushes on price, what do I have left to trade?

  4. Part 2.4

    Preparing Early

    From which meeting onward can I ask about this step?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of From Yes to Signature is free to read right here.

Read in Conan School

Chapters of From Yes to Signature

  1. 1.They said yes, so why no signature?
  2. 2.Is procurement a blocker, or another buyer to win?
  3. 3.Is leaving contract terms until last really safe?
  4. 4.Why do nearly signed deals die?
  5. 5.Does my job end at the signature?