On May 30th, the Buyers & Sellers Arena 3.0 brought together leading professionals from the sales and procurement communities for a day of insightful discussions and networking at Masia by Cos in the Băneasa Area. The theme of the event, centered around "Human," emphasized the collaborative and evolving nature of both professions. Here are some key takeaways from the event:
Unified Goal: Bringing Value to the Company
Whether you are a buyer or a seller, your primary objective is to bring value and revenue to the company. This mutual goal fosters a sense of partnership rather than competition, emphasizing the importance of collaboration in achieving business success.
Preparation is Key
For sellers, thorough preparation and genuine research are essential before entering discussions. Understanding the buyer's needs and expectations allows for more meaningful and productive conversations. Similarly, procurement professionals also prepare diligently to ensure they have a comprehensive understanding of the market and potential suppliers.
Compliance and Documentation
When buyers request specific details or documents in a certain format, it is crucial for sellers to comply. Adhering to these requirements not only demonstrates professionalism but also facilitates smoother transactions and decision-making processes.
Beyond Price: The 50% Rule
While price is a significant factor in procurement decisions, it only accounts for 50% of the overall evaluation. Other factors such as quality, reliability, and post-sale support play equally important roles. This balanced approach ensures that the best value is achieved rather than just the lowest cost.
The Emotional Factor
In the evaluation of services versus products, the emotional factor holds greater weight. Buyers often consider the relationship and trust built with sellers, which can influence their decision more than the tangible aspects of the offering. Building strong, trustworthy relationships is therefore crucial for success in service-based sales.
Flexible Budgets in Procurement
Contrary to popular belief, procurement does not operate with fixed budgets. Instead, procurement professionals determine the real market price after thoroughly evaluating offers. This flexibility allows for more accurate and fair pricing strategies that reflect true market conditions.
Learning Through Collaboration
There is no inherent competition between buyers and sellers; instead, both parties learn and grow through the process and its challenges. This collaborative approach fosters mutual respect and understanding, leading to more effective and innovative solutions.
Acknowledging Our Esteemed Speakers
The success of Buyers & Sellers Arena 3.0 would not have been possible without the invaluable contributions of our distinguished speakers:
- Carmen Schuster, Procurement and ESG Director at PORR Construct, who brought dual perspectives from her experience in both procurement and sales.
- Cristina Teodor-Ilie, Group Procurement Director at NEPI Rockcastle, who shared her expertise in strategic sourcing.
- Claudia Barbu, Procurement Consultant and former Procurement Director at Erste Group, who provided insights from her extensive career in procurement.
- Sabina Custura, Head of Procurement at Sika Romania, who offered valuable knowledge on procurement best practices.
- Dinu Dragomir, Strategic Customers and Public Sector Director at Vodafone, who discussed strategies for managing strategic customer relationships.
- Marius Popescu, Sales Director at Pluxee Romania and ISM Student, who highlighted effective sales strategies.
- Nicolae Ciobanu, ISM Level 6 current student and Managing Partner at Fortim, part of the BNP Paribas Group, who shared his leadership experiences in sales.
- Tudor Cosaceanu, Regional VP at UiPath, who provided insights into the intersection of sales and technology.
Conclusion
The Buyers & Sellers Arena 3.0 was a resounding success, fostering collaboration and mutual learning between the sales and procurement communities. By emphasizing preparation, compliance, and the importance of both emotional and financial factors in decision-making, the event highlighted the evolving dynamics of these professions. We look forward to future events that continue to bridge the gap between buyers and sellers, driving innovation and growth.