This source is an engaging dialogue from the “Value Pro Show” podcast, featuring host Bruce Scheer and Dean Edwards, a former head of procurement for major corporations. The conversation centers on understanding and effectively engaging with procurement in complex B2B sales. Key themes explored include common pitfalls that derail deals, such as neglecting the internal rate of return and information security requirements, and the critical need for early involvement and a collaborative approach with procurement teams. Edwards also clarifies the different types of procurement functions—purchasing, sourcing, and category management—and offers tailored advice for value professionals to resonate with each, emphasizing the importance of demonstrating value beyond price and building trust to navigate the approval process successfully and even avoid competitive bids.
