Navigating the Complexities of Procurement with Mike Lander
Exploring Effective Procurement Strategies with Mike Lander
John Golden and Mike Lander discuss procurement misconceptions, strategic engagement, and collaborative selling techniques for salespeople.
Introduction to the Episode (00:00:05)
John Goldin introduces the podcast and guest Mike Lander, setting the stage for the discussion on procurement.
Mike Lander's Background (00:00:29)
Mike shares his journey from being underestimated at 16 to becoming a successful procurement director.
Misconceptions About Procurement (00:01:07)
Discussion on common misconceptions salespeople have about procurement, including viewing them as barriers.
Understanding Procurement's Role (00:02:05)
Mike explains that procurement is not just about cost-cutting but also improving quality and innovation.
Salesperson's Approach to Procurement (00:04:01)
Mike describes the ideal way for salespeople to engage with procurement early in the sales cycle.
Value of Early Engagement (00:05:09)
Emphasis on involving procurement at the beginning to ensure alignment and avoid issues later.
Building Relationships with Procurement (00:06:32)
Mike discusses how a collaborative approach can lead to better outcomes for both parties.
Strategic vs. Tactical Procurement (00:08:35)
Explanation of the difference between strategic sourcing and purchasing roles in procurement.
Identifying Good Salespeople (00:11:37)
Mike outlines traits of effective salespeople who successfully engage with procurement.
Collaborative Selling (00:12:52)
The importance of consultative selling and collaboration in achieving mutual benefits.
Magic Matrix Concept (00:13:36)
Mike introduces the "magic matrix" to assess supply risk and profit impact in procurement.
Avoiding Commodity Perception (00:15:04)
Advice on how salespeople can avoid being seen as a commodity in the procurement process.
Signs to Avoid Bidding (00:16:58)
Mike shares red flags in RFPs that indicate a bid may not be worth pursuing.
Importance of Relevant Experience (00:19:06)
The necessity for salespeople to have relevant industry experience when responding to RFPs.
Final Thoughts on Engaging Procurement (00:21:33)
Mike encourages salespeople to proactively engage with procurement in their target organizations.
Engaging on LinkedIn (00:22:04)
A simple tactic for salespeople to engage with procurement professionals on LinkedIn.
Importance of Meaningful Comments (00:22:32)
Advice on avoiding generic comments and providing thoughtful engagement on posts.
Avoiding Generic Responses (00:22:50)
The negative impact of using phrases like "great post" without reading the content.
Final Thoughts from Mike Lander (00:23:27)
Mike shares his background and offers resources for salespeople to improve their skills.
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