ISM Signature Event - How to drive Sustainable Savings to your bottom line... Negotiate and Buy on Best Value

March 11, 2020
5:30 PM EDT - 8:00 PM EDT

VisTaTech Center at Schoolcraft College
18600 Haggerty Rd
Livonia, MI 48152

Procurement needs to continually find ways to help their company become more profitable by reducing costs and creating value.  The best methodology to do this is to understand then negotiate, measure, and implement supplier arrangements based on reducing your Total Cost of Ownership (TCO).  However, TCO is too Myopic in that it only recognizes “COST” reductions, whereas smart procurement decisions have a much wider impact on the revenue line like time to market, risk reduction, production levels, and innovation that need to be taken into account. Procurement needs to be seen as an investment and not a cost, and given the tools and latitude to create the most value for its customers. Learn the how and why, and updated strategies, techniques, methodologies, to procure best value. Delve into real world case studies and discover the experiences and pitfalls to watch out for, as well as the do’s and don’ts of buying from the experience of someone from both the sell and buy perspective.

About Todd Snelgrove:

Todd is acknowledged to be a leading subject matter expert in the field of value. He works on both the buy side, and sell side, as contracting on Value is in the best interest of both parties, not at the exclusion of the other.  He has developed and implemented his leading insight into strategies for sales and marketing programs, strategic account management, customer value partnership agreements, TCO / TPA™ procurement strategies, helping customers and companies increase profitability by measuring and understanding value.

Work has been featured in articles on value buying, selling, pricing, communicating, in numerous publications from leading business schools and scholarly reviews such as Kellogg, Harvard, MIT Sloan, Case Western, Wake Forest, Journal of Revenue and Pricing Management, London Business Press, University of Tennessee; Unpacking Best Value: Understanding and Embracing Value Based Approaches for Procurement and others. Todd wrote, directed and edited the best value book Value First Then Price. Quantifying Value in Business to Business Markets from the Perspectives of both the Buyers and Sellers




$0.00 ISM Members

$35.00 Guests

$10.00 Students