What drives the ‘other side’?
Immersion into a company to understand what drives the ‘the other side’.
A program that gives public sector middle and senior managers an insight into how companies work when dealing with the public sector, particularly in major procurements.
Why is this important? Because when you understand industry’s perspective, you’re more likely to add value in the procurement process.
Highly interactive, this two-day session includes a mock RFT response including the development of the sales strategy, an outline of response and management of internal approvals.
Kiah MD, John Glen, draws upon his education and experience in negotiation, mediation, recovery and business practices to share an invaluable insight into industry that has helped deliver outstanding outcomes for Kiah.
Topics covered include:
- making money – individual and corporate
- a view of corporate governance
- responding to an RFT
- pricing and profit models
- strategic selling
- the difficult corporate issues.
This course is suitable for those that are seeking an insight into how industry operates.