Directors in Media & Tech
The Negotiation Breakfast: Agency and procurement, is conflict inevitable?
About the event:
The commoditisation of marketing services and the rapid introduction of procurement professionals into the purchasing process for Agency services creates two inevitable pressure points:
The first is a fundamental difference in objectives; agencies want to sell more services for a higher profit whilst the procurement mantra is more for less.
The second pressure point is a divergence in how the two parties deal with this inevitable conflict.
The negotiation breakfast had two superb speakers who together provided a unique insight into the procurement perspective/approach and thought provoking tips on how to deal with procurement throughout the negotiation process.
About the speakers:
- Sarah Billson – Now a partner in Tickling the Trout, a leading consultancy offering insight into how procurement works and thinks. Prior to this she built and led the Global Marketing Services Procurement function for a worldwide FTSE 100 FMCG company. She can help you to understand what makes procurement tick. – View on LinkedIn
- Alan Smith – Now a partner in Scotwork, the worlds largest negotiation skills consultancy. Prior to this Alan set up and was CEO of Alcone Marketing; after 16 years he sold the business to Omnicom, in what Alan would class the toughest negotiation of his life. – View on LinkedIn
Who attended?
50 delegates joined us on the day; typically CEO’s, MD’s, business owners and CFO’s.
