How to Navigate Procurement Processes & People
Procurement is often seen as an obstacle — the department that cuts budgets, tightens scopes, and pushes for discounts. But behind the scenes, procurement is driven by specific pressures, performance metrics, and risk factors that agencies rarely understand. By understanding how procurement think, are trained, and incentivised, you'll be able to influence decisions earlier, avoid price-led conversations, and win business with far more confidence.
About This Masterclass
Procurement can be one of the biggest barriers, or biggest allies, in agency growth. When agencies fear procurement, or allow past experiences to shape their thinking and approach, we undermine our own power. By better knowing procurement, their goals, language, and how to navigate them, we enter pitches and negotiations at a disadvantage. In this masterclass, Stuart will demystify procurement and give agencies the tools to influence commercial decisions confidently and effectively. You'll uncover how procurement prepares for negotiations, how buyers categorize agencies in a way that often leads to price negotiations, (and how you can avoid that!), how to identify and navigate the buyer type you're dealing with, and how to optimise communication to win trust and close deals.
By attending this masterclass, you will get 5% off on PAAN Summit 2026 tickets.
What You'll Learn
Why Attend?
Increase capability and confidence to win procurement-led deals
Understand the people & hidden rules of procurement-led deals
Reduce the risk of being price-compared or commoditized
Influence procurement before pricing becomes a barrier
Improve negotiation outcomes
Course Objectives
Identify buyer types and adapt your communication to suit them
Influence procurement expectations before price discussions
Position your expertise to shift perception from "vendor" to "strategic partner"
Increase your conversion of procurement-led deal
Who Should Attend?
Register Now
Number of Seats
Individual registration
Have a Discount Code?
Primary Contact Information
Bonus Benefits:
Your Instructor
Stuart Dunk
Founder & Managing Director, Don't Forget to Look
After starting his career agency-side, Stuart worked in Marketing Procurement for 14 years at global brands like Reckitt, Nike, and Danone. For the last 6 years, he has been taking that knowledge of how brands buy, with the mission of "Helping Agency Leaders Sleep Better at Night." He is one of the very few consultants who understands both sides of the table, agency and procurement, giving him unmatched insight into how agencies can differentiate, influence buyers, and win high-value deals. Stu runs workshops on various aspects of agency growth, provides pitch and proposal-writing support, and also runs bespoke programs on agency marketing, sales, positioning, and outreach for his clients. His work is designed to increase margin, conversion, and retention, and create more capability and confidence for both agency leaders and their teams.
Expertise:
Session Details
Quick Actions
Collaborate
Innovate
Dominate
Sign up for our newsletter
Stay connected. Get insights, trend reports, and event invites delivered to your inbox.
© 2026 PAAN. All rights reserved |Privacy Policy
