How to Have Better Pricing Discussions with Procurement Webinar

On April 1st, 2021 the 4As Business Intelligence & Insight team and Bobby Singh, SVP, Global Commercial Officer, at WPP hosted a webinar on how to have better pricing discussions with Procurement. In this talk, Bobby explored:

• Why pricing is important
• How Procurement views suppliers (commodity vs strategic suppliers)
• The common approaches procurement uses to remove value from any pricing
  discussion
• What are some techniques agencies can use to counteract these approaches
• How to keep the value of our services at the forefront of any pricing discussion

Since client procurement is always involved, this session will help you better understand how procurement thinks and provide an overview of dealing with their requests. Through better awareness, you will feel enabled to write better proposals that are more effective to counteract “the procurement toolkit.”

This short webinar will benefit anyone involved with a scope of work, proposal writing, pricing and negotiating fee proposals. It will also be helpful to those that support client service in working with client procurement.

Bobby currently helps lead WPP’s commercial and operational practice, finding creative and innovative ways to service key global clients. He joined WPP in March 2010 after spending a combined 10+ years in the industry in various leadership roles within IPG (Bozell, FCB & The Sloan Group), as well as with independent agency Foundry9.

Bobby’s range of experience runs the gamut from directly overseeing agency finances and operations, to consultative roles where he spearheaded efforts to identify savings and improved processes for clients. He has extensive experience managing a full set of financials, building new organizational capabilities, and leading client relationships.

Click below for Webinar and PowerPoint presentation:

How to Have better Pricing Discussions with Procurement – Presentation