How to negotiate with procurement, with Mike Lander
Welcome to episode 87. In this episode, I chat to Mike Lander, CEO of Piscari, a former procurement director who now assists sales teams in negotiating with procurement departments.
Mike and I discuss:
the common mistakes agencies make when negotiating with procurement
what procurement looks for when selecting an agency
and why they are interested in your financials.
We also dive into a five-step framework to help you negotiate more effectively and shed light on some questionable tactics employed by less experienced procurement professionals.
During this conversation, you'll gain valuable insights into the world of procurement negotiations. Be sure to follow Mike on LinkedIn and grab a free copy of his guide from his website.
Resource links:
Mike Lander - find him on LinkedIn (search Mike Lander): linkedin.com
Piscari - Mike's website, including the free How To Negotiate Procurement Guide: piscari.com
Never Split the Difference by Chris Voss - negotiation strategies from the ex-lead FBI hostage negotiator (search your preferred bookseller)
Getting To Yes by William Ury - Harvard professor's foundational negotiation principles (search your preferred bookseller)
WFA Project Spring report - World Federation of Advertisers report on moving from cost to value in marketing procurement: wfanet.org
Re:signal - the SEO agency where Mike is chairman: resignal.com
Blair Enns / 2Bobs podcast - referenced for his work on agency and procurement dynamics: 2bobs.com
