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How to Engage Global Procurement as Your Ally
by Alison Toon, Hélène Pielmeier
December 05, 2018
December 05, 2018

 
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Summary
When selling to enterprises, language service providers usually come into contact with the procurement team, whose members are responsible for procedures related to buying services. These may not be the people responsible for choosing what must be translated, nor the people who manage the budget allocated to language services, but they likely control with whom the budget can be spent. The relationship between LSPs and the team that manages an enterprise buyer’s supply chain is just as important as the relationship with the budget-holder and buyer, even for smaller vendors who today work only with local buyers, but who want to grow. This report provides insights for developing a strong and profitable relationship with global procurement people, while strengthening support for all business buyers within enterprises.

This report analyzes the who, what and why of a global procurement team, techniques for working successfully with procurement, and insights into how to manage accounts when global procurement is involved. It closes with recommendations for LSPs.

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  • Industry Providers
  • Technology Vendors

Pages: 18
 

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