Sunday, July 27, 2008
2:00 pm – 4:00 pm
Location: 405

ST1 - Selling Into Procurement Workshop

Presenter: Scott Gillespie, Vice President, TRX Travel Analytics

As the travel management function has increasingly come under the purview of Procurement in many corporations, travel suppliers have had to adapt their strategies to communicate more effectively and avoid commoditization.  This workshop will outline the basics of the strategic sourcing environment and the critical selling implications for travel suppliers, Attendees will receive checklists of key success factors for selling into procurement as well as course materials covering key topics, including:

• Differences in selling to travel management vs. procurement
• Strategic Sourcing Fundamentals
• Buying Process & Clarification of Needs
• Educating the Buyer About Your Business
• Creating Your Value Proposition
• Responding to RFPs
• Negotiation/Re-negotiation

This Workshop is available to all Conference attendees for an additional fee of $100.

Register now for the Selling into Procurement Workshop