Surviving and Thriving with Procurement

This course is taught by David Meikle

What is it?

Procurement people working for your clients have a very clear agenda. Their goal is to save money, specifically to save marketing money. They could be employees of your clients or external cost consultants.

This course explains what motivates them, how they operate with their marketing counterparts and describes how best to manage them in order to preserve a fair profit margin.

Who is it for?

Anyone employed by an agency currently dealing with and negotiating with Procurement people, or who will be in the coming months. Typically account handlers, heads of production or finance people.


Understanding the commercial motivations of Direct and Indirect (marketing); procurement and how they negotiate with marketing agencies enables delegates to become more confident dealing with procurement and therefore be better prepared.

  • What is Procurement?
  • Who are they?
  • What motivates them?
  • What drives Procurement people mad?
  • Negotiation tactics and counter-tactics
  • Tricks of the trade
  • How to get Procurement onside
  • Procurement and new business
  • The deadly e-auctions
  • Straight-talking and interactive confidence building