ART - The Role of Sales in Procurement 2011

The article discusses the importance of sales in the procurement profession. The author argues that procurement professionals need to become advocates for the services they provide and actively "sell" them to internal customers. The article highlights examples of how not selling services can result in financial losses for organizations. It suggests solutions such as developing easy-to-understand contract benefit charts, emphasizing the impact of labor costs on productivity, and implementing strategic sourcing or enterprise contracting. The author emphasizes the importance of "selling" services to save money and suggests that procurement professionals need to be personable and accommodating like salespeople in order to be effective. The author, Alex Belov, is a procurement expert with over 10 years of experience.