Constructive Challenge for Innovation & Collaboration
Driving the highest Return on Investment for every expenditure is more critical than ever in today’s business environment, with over 50% of a typical company’s total revenue spent on materials and services.
To arrive at the right price with maximum value in return, professional buyers must not only negotiate with suppliers – they need to establish strong relationships internally with stakeholders, identify and work through challenging issues and requirements, and then collaborate to determine the best resources. The goal is to be regarded as a value-added partner, and not an impediment to getting the desired resource.
The Arena Concept
One of the cores to GPG’s training success is our unique ‘Arena’ training concept. Procurement professionals need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behavior for mutually beneficial procurement with suppliers. This method is available with all of our training materials.
Program Objectives
- Engage internal stakeholders more effectively to better understand the needs of the organization.
- Choose the optimal partner at the right price.
- Leverage the inevitable tension by asking thought-provoking questions to expand thinking and create new buying opportunities.
- Identify, prioritize, and gain agreement to explore previously undiscovered and/or underappreciated needs.
- Engage internal colleagues by providing Nuggets of Value to shift the perspective of the entire team towards desired outcomes.
Navigating The Procurement Arena
Tension is almost always a by-product of any important communication, especially those in which individuals approach issues from a different perspective, or have goals and needs that on the surface appear to be in opposition.
Too often this tension drives procurement professionals to operate in less than optimal ways, especially if procurement is seen by other stakeholders as an impediment to the user or buyer getting what they want. The Constructive Challenge Arena empowers professional buyers to drive for higher levels of trust, more collaboration, and better decision making. This is accomplished faster through the improved ability of procurement professionals to challenge themselves, their colleagues, and the status quo.
Free to Share Our IP
GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licenses but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.
Successfully Implemented Programmes
We have successfully partnered with GPG to deploy their behaviour change approach to our entire sales organisation globally. GPG´s approach to 100% real account/opportunity focus and application drove great results & was very well received
Group SVP Learning & Development
Sodexo
