Simply defined, the word Procurement means “the act of obtaining or buying goods and services”. So, if that’s the case, let me ask a quick question to all the sales professionals out there – “Why wouldn’t we seek out more people who do this”?


Taking costs out of the system is a good thing. And so is choosing partners that add value. Collaboration works.


In the meeting’s space, let’s take a closer look at Procurement and why it makes sense to engage these teams.


Greater Opportunities


Every Procurement initiative has a purpose – find out what it is, develop solutions in tandem, and Procurement will become your biggest Champion. The key is focusing on them, their goals, and what they’re trying to accomplish. Throughout the process, as we’re both teaching and learning – our mandate becomes about ideas, planning, and producing. That formula works to everyone’s benefit.


Strategic Planning


Procurement gives us the opportunity to look ahead, together. Through strategic account management techniques, we can synergize, create, and most importantly, plan. Do we have enough resources? Where will the teams need additional training? Does the current pricing model fit with today’s delivery expectations, and will it fit in the future? With so much short-term demand and constant change in our space, we should take advantage of every opportunity to jointly look ahead.


Product Development


Through my 20+ years experience in Meetings Management, one item remains consistent – the need to get better. Procurement hands us this responsibility, so why not use it as an opportunity to evolve? What can we do differently tomorrow to be a better partner? Ask about Procurement’s needs and where their business is headed – let these professionals guide both your toolbox and direction.


Return on Investment


Add value and report on it. Then, do it again. Document the ROI. Whether it’s stretching to deliver additional cost savings or changing processes to deliver against KPI’s, we’re motivated to perform, and outperform, everyday. There’s nothing better than conducting annual reviews and surpassing every KPI target available – and reaping the rewards from Procurement of continued loyalty, trust, and opportunity.


Scott Andryk is Director of Business Development with Bucom International. Email him at