timetovalue

Enterprise Account Executive

Procurement department (Enterprise deals) - Ideal time to loop them in

I am focusing on making improvements to my process. Curious to hear from enterprise sellers when (from a stage perspective) and how you loop procurement into the conversation. Extra points for detailed tactics and talk tracks.

📃 Procurement

9 comments

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LordOfWar

Tycoon

Blow it up

I don't know what you mean. When I deal with buyers they are, by the nature of their role, in the procurement department.

Gasty

Notable Contributor

War Room Community Manager

I think he meant his company's procurement department. I think.

If not, it's the meth talking.

timetovalue

Executive

Enterprise Account Executive

You are correct. I am referring to the procurement department.

LordOfWar

Tycoon

Blow it up

Ah, I see.

I get em involved after I have a PO, less likely for them to screw anything up that way lol

TennisandSales

Politicker

Head Of Sales

so when you say procurement here is what that means to me:
-legal review of MSA and BAA
- IT security review
- Vendor approval procedure (this is not as common)

Typically there is a time frame where the prospect gives you a verbal "yes" but then have to get approval from the senior leadership.

this is when I will engage procurement.

1. i will start with IT security. ask who the main contact is and ask to be included in the introduction email. (it helps if you have materials you know they will ask for ready to go and send that along) make sure you make it clear that YOU are the person they should come to for questions so you stay in control

2. Once you send that off(not completed, just sent off yo the right person) then I will look to have the legal docs reviewed.
I get some push back about this but i try to explain that it will take a while and implementation is a few months long so any time saving will allow your team to get started quicker.

3. Then when you are engaging with senior leadership for official approval you can mention how the ball is already rolling.

With legal review, I always ask our legal team how long they expect it will take to review red lines and how significant the redlines are that are sent back.

Sunbunny31

Politicker

Sr Sales Executive 🐰

That's all part of the "who else needs to be involved" discussion, when you ask about process.

When the customer mentions infosec, etc., finding out how long that process takes helps me track when I should be connected to that team as we count back from their target start date.

Procurement for me often are either the ones leading the RFP effort (on those sales motions) or the ones who finally get involved during contracting/final negotiations. During pricing discussions, I'll ask my champion who has the pencil out, and when the final pricing is given, will procurement then come in expecting more?

TennisandSales

Politicker

Head Of Sales

yeah I have a similar experience.

One thing in my deals (i think its my industry im in) NO ONE knows how long any part of procurement will take.

"how long does legal take to review contracts?" - no idea
"how long does IT take to complete a review?" 1 week? 1 month? who knows!

CuriousFox

WR Officer

🦊

Procurement is always in the conversation. For me anyway. 🤷‍♀️

jefe

Arsonist

🍁

I'd say as soon as is feasible. They like to take they damn time.

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timetovalue

Procurement department (Enterprise deals) - Ideal time to loop them in

9 comments

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