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In today’s fast paced working environment when almost everything is digitalised, and the ability to create and build on strong relationships is already restricted, trying to get to know someone that often opens the conversation via an E Procurement portal is a real challenge.

It’s normal to have client procurement present at new business ‘chemistry’ meetings. Indeed, often it is procurement who leads the way in finding new agency relationships for marketing departments.

So, for those starting out in Client account management, it’s important to understand what relationship procurement is likely to be looking for, be it tactical or strategic, to enable delivery against their expectations (from the beginning) and a positive way of working that is embedded within the two organisations.

This half day session, facilitated by Commercial specialist Sarah Tucker, examines the world of procurement, what it’s really about and pinpoints how and why agencies might align themselves more productively with the ambitions of client procurement.

Seminar overview

A lively, short session consisting of a mixture of presentations, scenarios, open discussion and debate.

From identifying and bridging competing agendas at the beginning of the relationship, understanding what procurement is, through initial conversations, exchanges of information and opening negotiations, you will gain a practical understanding of procurement’s needs and your strategy for developing the most positive ongoing relationship available.

Have the opportunity to trial a new approach or two and get answers to those questions you have always wanted to ask.


Of course, you will receive an insider’s view of the potential issues but, more importantly, have the opportunity to share experiences, discuss live issues and explore possible solutions with other like-minded people with input from someone who often sits within the commercial teams you often face.

Who should attend?

This is for anyone that is client facing and likely to be involved with building relationships, cost or service negotiations, or just leading client relationships. And for anyone that is interested in demystifying the role of procurement. Build your knowledge and your confidence to enable positive interactions with commercial clients

About the presenter

Sarah Tucker is a long standing member of the Procurement fraternity. As well as having senior level client-side Commercial expertise, Sarah has enjoyed previous managerial positions in Brand Marketing, Finance Public Procurement and Supply Chain as well as several consulting roles.

Sarah identifies sub-optimal processes, a lack of maturity with internal structures and negative behaviours as some of the challenges that face today’s Marketing relationships between Client, Agency and (where it exists) Procurement.