The War Room
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Getting Past Procurement

Anyone have any good strategies to get more information out of procurement? I'm in Federal and when it goes into the machine, it can be a big challenge to get any updates from my champions or the end users. Good news is it's in procurement. Bad news is the normal response is "it's with procurement." On occasion, I've been able to get a procurement contact from the end users but it seems they've almost always been coached to hate/ignore sales reps reaching out. On other occasions, they are entirely unwilling to even provide a contact. Your boy is just looking for an update and to make sure they're tracking! Hook a brother up! Any ideas or things you've found useful would be helpful.

πŸ“ˆ Closing
2
Ba2415
Good Citizen
AE
Depends what you’re selling πŸ€·πŸΌβ€β™‚οΈ.. I’ve had success with scheduling onboarding while its, β€œin procurement”... you’re then able to set a deadline for them other than a price incentive deadline (which they know they can bend)
paulygeez
Fire Starter
+1
Account Executive
Very true. Software in this case. Typically, I will try and tie time related incentives to the purchase or point to a compelling event but I don't have a lot of flexibility with the government. A lot of the time they are going to do what they want to do.
Ba2415
Good Citizen
AE
100% SLED is a longgggg, but rewarding sale. Also, (in some cases) you can look on their websites for bids they have out for specific solutions, it usually has a expiration date for the bid.Β 
2
Stuck in procurement purgatory
Discussion
7
1
Getting past the "no"
Question
10
9
Deal Stuck in Procurement
Advice
16
I move the ball by:
+127
Swand , Β  kla8ter , Β  ZorbaTheAE Β  and 127 people voted
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