Laws for Public Sector Purchasing mean that the sales process has become simultaneously easier and more difficult. ‘Easier’ in the sense that there is now a distinct structure to the purchasing environment, and that I as a seller can expect to receive fair treatment by the contracting entity and avoid ”Purchasing favouritism”. ‘More difficult’ in that process formality is now incredibly important. Even the slightest error in quotations could cause issues, and if certain requirements are not fulfilled there can be problems for you, your organisation and the suppliers involved.
During this training you will receive tips on what to do and how to avoid unnecessary mistakes. We also go through some weighty legal issues and characteristics – knowledge that can be exploited to your advantage.
Purpose and learning objectives
The purpose is to give you, as seller, the basics of public sector Purchasing, and tips from professional buyers who have witnessed unnecessary mistakes by many sellers. The goal is for you to understand the regulations that govern the public sector purchaser.
Who should go?
Salespeople and sales managers who have public sector customers and work to the Public Sector Purchasing Act.
Examples of content:
• Selling to the public sector
• Rules and regulations governing customer behaviour
• What you as a seller need to know and do
• How does the regulatory framework protect the seller?
• How can I use the regulatory framework?
• Why was there no negotiation or second chance?
• How do we gain competitive advantage?
• Strategic bids
• Use the buyer’s weighting of the price to your advantage
• Can I affect the outcome?