Pitch 1.0

Introduction / Greeting
Hi! This is Reno calling from Marcus Evans Kuala Lumpur. Am I speaking to Mr. … the person in-charge of procurement?

Impact Statement
Well, …, this call is pertaining to our 2-day conference and 1-day training on ‘Strategic Procurement and Effective Sourcing’ which will be held on 26th to 28th April in Kuala Lumpur.
You know, we are recovering from economy crisis of last year, every procurement professionals are no longer doing cost cutting. Instead, they are looking for new approach to tap into new sourcing market, understand the regional supply and demand market, and most importantly strengthening relationship with suppliers.
That’s why we’re now having this event to meet with their needs. And more than their expectations, we’ve speakers like Stephen Rowe from Parmalat, Gazali Harun from Telekom Malaysia, and Laurent Petit from FCI, and many other experts who’ll be sharing their intelligence and insights in this field of procurement.

Urgency
As a matter of fact, due to imminent demand of such intelligence, we are now currently 60% pre-booking from our past delegates who attended our conference in Singapore last year. At the same time, my team members are selling this very event as well.
So, clearly, with only 30 seats allocated for this event, we are now basically left with 12 seats. But, our best estimation after … and … have their pending approval done, we’re basically left with only 4 or 5.

Prequalification
From my understanding, you’re the CPO, so do you have the authority to make the decision to send your people to attend our event?

Features and benefits
Good! Now let me help you to understand our event better in short and simple way. Our event will basically focus on 3 main areas: SRM, justifiable procurement, and sustainability.
First and foremost, SRM, suppliers risk and relationship management. You guys are always looking into making strategic RFP and RFQ and then assess to choose the best supplier who can give you the best price, best quality and in the right time. Not only this, negotiating with those best suppliers to continuously commit to your business is another thing. That’s why we’ll be having 5 sessions regarding this, including one from Laurent Petit who will be discussing about designing a CSDP (Competitive Supplier Developmental Program). Do you have a CSDP in your company?… well, this is just a good opportunity to know about this.
Moving on to the next part, the whole cost cutting in the last year are really sucks, right? That’s why we are now talking not only about procurement, but justifiable procurement. After making purchase from your best suppliers, how are you gonna justify to your management about it? Regarding this issue, our event includes how to make good financial evaluation and performance so that your department will longer be a cost unit, but rather a profit unit. Isn’t that sounds good?
Last but not least, even though we are now in economy recovery, Asia market is still very volatile. That’s why sustainability comes into play. We’ll be talking not only about power of standardization and eliminating obsolete inventory, but a new angle which very few Asia organizations realized before, green procurement. A good corporate image which is environmental friendly is better than anything to ensure consumers’ loyalty even during hard time. Don’t you agree with me?



Probing
…, how’s your procurement department doing? I mean, after cost cutting of last year, have you guys coming out with any strategic and sustainable plan to repair the damage and prepare for the future market?

Matching
Fantastic! Like other procurement professionals who agreed with us, this is just the kind of event matching your need. Come and learn about strategic procurement and effective sourcing.

Closing
What’s your say I have your company in my delegate list, like, right now? How many of your guys are coming?

2nd qualification
As I mentioned earlier, our event on ‘Strategic procurement and effective sourcing’ will be held on 26th to 28th April in Kuala Lumpur Prince and Residence Hotel. Will you be able to make it on those dates to come to our venue?
I believe you’ve known that our conference comes with an investment value, which is USD … per delegate. Is this price within your company budget?
Are you the one in-charge of giving green light to attend this event?
(If not) Enlighten me with your decision making process, including how long it’s gonna take? For your information, your facilitation in this registration process may entitle you to get an early bird price of 10% discount, which is about USD … saving for each delegate.

Arrange callback
Good! Here’s what I’m gonna do. I’ll send you our brochure attached with the registration form in 5 minutes. E-mail or fax, which one you prefer? Now, let me have your email address/ fax number.
When you get the registration form, I need you to fill it up and send it back to me within one hour to my fax number, which is ... .
…, it’s been a pleasure talking to you. I’ll call you back in the afternoon to see how things going on. Thank you. Bye and have a nice day!