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Dealing With Procurement (DWP)

Welcome to Dealing With Procurement, a behavior change process designed to help you close profitable, sustainable agreements faster by transforming your customer dialogue and engaging your buyers in more provocative conversations that differentiate you, your company and your solution.

In preparation for the experience, this video will provide you a preview into what to expect during and after your engagement with the platform, and what you will need to prepare to gain maximum value from the experience.

Once you’ve had an opportunity to watch the orientation video, feel free to start your Dealing With Procurement journey by clicking on one of the modules below. Happy Trails!

Course Content

Module 1 - The Arena & Tension
Module 2 - Understanding Buyers
Module 3 - Buyer Power & Analysis
Module 4 - Aim and Frame High
Module 5 - Porter 5 Forces
Module 6 - Commodity Positioning Matrix
Module 7 - Buyer Needs
Module 8 - Striker Questions
Module 9 - Total Cost of Ownership (TCO) and Total Cost of Usage (TCU)
Module 10 - Nuggets of Value
Module 11 - Tactics & Counteractions
Module 12 - Exchange Value