B2B Street Fighting Blog

IACCM webinar - Committing to Buying Value & Selling Value

Posted by Marie Dudek Brown on Fri, Aug 30, 2013 @ 12:59 PM

IACCM logoThought I'd share with you this information about an upcoming, complimentary webinar from IACCM about something near and dear to our hearts, the business value conversation.  Take a look below at the webinar description from the IACCM website:

Wednesday 4th September 2013

4:00 PM London, 5:00 PM Paris, 11:00 AM New York, 11 PM Singapore

What happens when procurement and sales talk ‘value’? More often than not, procurement will argue that sales will talk ‘value’ without quantifying it. Sales will argue procurement doesn’t want to pay for value and is ultimately seeking lowest price...

In most organizations, the term value is overused and not delivered upon, largely not because the buyer or seller only offer lip service, but because of existing company culture, metric and reward structures.

But we all want value, right?

We have invited two great IACCM Americas conference speakers, representing value selling and value buying, to debate how you can spend less time negotiating and more time on buying, selling, delivering and receiving value.

Join the debate! With:

  • Lisa McLeod Author; Business Coach; President, McLeod&More (Sales Perspective)
  • Todd Snelgrove, Global Value Manager, SKF Group (Procurement Perspective)

Discussion Host: Roselle Harde, Director of Development, IACCM

Lisa McLeod: Organizations like Apple, Kimberly-Clark and Pfizer hire Lisa McLeod to create passionate, purpose driven sales organizations. Lisa is recognised as a sales leadership consultant whose clients range from financial services to pharmaceuticals, a sought-after leadership and sales keynote speaker who has rocked the house everywhere from Apple to The United Way and a problem-solving expert whose conflict resolution book was hand delivered to every member of the 2011 Freshman class of Congress.

Todd Snelgrove: Global Manager; Value with SKF, the world’s market leader for bearing and related industrial products. With over 10 years experience in being the team leader on understanding, presenting, calculating, pricing, and purchasing on Total Cost of Ownership (TCO). 

Todd has developed and implemented his leading insight into strategies for developing distribution channels, sales and marketing programs, strategic account management, customer value partnership agreements, TCO procurement strategies, and numerous programs that help customers increase profitability by measuring and reducing acquisition, operation, and disposal costs.

Todd has demonstrated successful customer partnership agreements with Fortune 1000 companies, in numerous industries and segments, in all geographies of the world.

Since this ATE is in debate format, feel free to email your related questions before the session to Roselle at rharde@iaccm.com – or simply post them during the live session

Todd and Lisa will be speaking at the IACCM Americas conference in Phoenix Oct 8-10, for more information and to find out how to register please visit www.iaccm.com/americas

You need not be a member of IACCM to attend the webinar. Click here to register.


The International Association for Contract & Commercial Management enables both public and private sector organizations and professionals to achieve world-class standards in their contracting and relationship management process and skills. It provides executives and practitioners with advisory, research and benchmarking services, and worldwide training and certification for contracts, commercial and relationship management professionals. IACCM is a non-profit membership organization that supports innovation and collaboration in meeting the demands of today's global trading relationships and practices.


Tags: webinars, affiliations, negotiation skills for buyers

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