How to pitch to procurement, with Jessica Bowler and Iris Gatzweiler
Welcome to Episode 54. I spoke to Jessica Bowler and Iris Gatzweiler, two senior procurement clients who shared some insights into the pitching process.
It's particularly useful for you if you want to know why clients typically pitch out for business, procurement’s role in the whole pitching process, how the brief is developed and some insight into how the final decision is made.
There are also some shared examples of where agencies have performed particularly well in the pitch process.
During our chat, we cover:
What actually drives a decision to put business out to pitch - and how to get advance warning it's coming
How procurement decides which agencies get invited to pitch
What procurement really thinks when they're sitting in the room watching your presentation
The Q&A process - what good looks like and what to avoid
How to get on a global pharmaceutical company's radar as a new supplier
