How well do you think you know procurement?

Most procurement professionals make a bonus for how much they negotiate your price down?

Procurement is a service organization, not a governance organization.

Procurement professionals are encouraged to try and help convince buyers in the organization that they might not need what they are looking to procure?

• When procurement is involved it is because someone in the business wants or needs something you are selling, not to kick you out.

• Procurement person in large orgs, must deal with you in good faith. they cannot lie, they can however withhold some information around "how much" or "how bad" they want something.

When procurement tells you that many providers can provide what they want, it is likely because they are courting other vendors as well?

It is good to disclose early whether or not you might have some wiggle room or flexibility in your pricing?

• Their job is to get the best deal and a deal is reached when both parties feel that they have achieved best value.

You should spend a good amount of time educating your procurement contact on our products, solutions, and help them to "give the pitch" internally.

The best way to generate value for a procurement person is to create a "competitive process" and therefore get you thinking you are in some sort of competition with other companies?