185. Build a winning relationship with procurement

Bicara Supply Chain

Guest Name: Jens Hentschel, Founder & CEO, FIVIS, Language: English, Publication date: Oct, 07. 2022

Jens is the Founder and CEO of FIVIS, a consulting and training company, which is based in London. He is the inventor of the FIVIS™ model, a customer centricity mindset approach that facilitates sustainable B2B relationship development. Prior to this role, Jens has worked as Director, Senior Manager, Advisor and Consultant for some of the best organizations in that space.

As a supply chain and procurement professional, he is passionate about customer centricity and considers it as the key enabler to sustainable business growth. Connect with him on Linkedin here.

Some of the questions we asked Jens during our conversation:

• What are the possible gaps that frequently happen in the industry between sales and procurement?
• How can we [as a salesperson], win with this more empowered, organized, and well-trained customer?
• Could you please share some FIVIS success stories about how you helped the client win the procurement relationship?
• What are the essential qualities of a good salesperson?

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