Procurement has had a huge impact on negotiations between suppliers and clients in the last few years in the search for lower costs and better value. Suppliers need to try and form a working relationship with procurement specialists – but how?

More than almost anything else, clients want suppliers who really understand their business. And for them to keep that understanding fresh and up-to-date in a rapidly changing environment. Good service providers will put themselves in their client’s shoes to make sure they can add real value.

Many service providers claim they are partners with their clients. They are deluding themselves. True partnerships take a lot of work.

Service providers should actively merchandise their successes to existing clients. All too often clients know more about the firms or agencies soliciting their business than the incumbent

Service providers have to put themselves’ in their clients’ shoes to build strong relationships. This goes beyond a superficial understanding of their business. It means learning their internal language and jargon as well as adjusting to their culture and the way they view the world.

Clients are under more pressure than ever before, trying to squeeze more and more into already over-crowded schedules. The best suppliers will make sure they maximise every minute they have with them. That includes having a solid enough understanding of the business so they get things right first time.

More than almost anything else, clients want suppliers who really understand their business. And for them to keep that understanding fresh and up-to-date in a rapidly changing environment. Good service providers will put themselves in their client’s shoes to make sure they can add real value.