Association of Communication Agencies of Russia is a professional association bringing together the players of the Russian market of advertising and marketing communications. It unites more than 200 companies.
Ассоциация коммуникационных агентств России — профессиональная ассоциация участников российского рынка рекламы и маркетинговых коммуникаций. Объединяет более 200 компаний.
Trainings in Procurement
January 2015 – Until present
Employees of advertising agencies are holding a lot of negotiations with purchasers and service providers. However, most of them were never trained in negotiation techniques. The training participants were interested in two things – how to achieve their business goals in negotiations and which techniques to use.
The training participants did not achieve their goals in course of negotiations and therefore concluded disadvantageous contracts with low profit and high cost of services. They were worried that upholding their own position could lead to conflict situations with their partners and disruption of contracts.
Based on the reviews, it became clear that the employees were actually not ready to negotiate. They could not make decisions and propose alternatives. During the negotiations, the roles were not distributed, and the necessary data was not available.
Based on the reviews, two-day sessions were held which included practical training.
During the training, the participants:
The participants were provided with:
In total, 10 trainings were held with more than 100 participants.
After the training, the participants stated the following changes:
Business Development Director
“During 2 days, the training participants got not only theoretical knowledge, but also practiced their negotiation skills. They received feedback from a professional procurement specialist on unsuccessful negotiations and reviewed how to avoid such situations in detail.”
Knowledge of the market, category and functional area
Procurement Methodology and Best Practices
Skills
Expert, Coach
“The main difficulty during the training for the advertising agency employees was the prejudice concerning the role of procurement for the client that they had to deal with during the negotiations. The procurement specialists were considered an unnecessary link in the process of selecting suppliers. This created additional barriers in communication with the training participants. To solve the issue, we reviewed actual practical cases, defined the grounds for the non-constructive approaches during the negotiations from both sides, and found ways to eliminate them.”
Submit a request if your company faces similar issues. We will identify the requirements and train your employees to perform the assigned tasks effectively.
