Digital consulting procurement raises a central question: how do personal relationships, structured selection and negotiations work together when collaboration moves online?
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Key takeaways
- 01
Relationships and procurement’s role
Personal relationships influence consulting selection. Bringing procurement into the decision early adds structured evaluation alongside the business stakeholders’ expertise.
- 02
Digital tendering and pitches
Moving pitches online changes the format, not the need for comparable proposals. Shared criteria keep provider selection structured across digital and in-person meetings.
- 03
Negotiations on camera
A video call is a negotiation format, not a guarantee of the best final price. Preparation and the supplier relationship still matter.
About the speakers
Dr. Franziska Seewald
Services procurement · Siemens
Brings the corporate buyer’s perspective to consulting selection and digital negotiations.
Gregory N. ViderCo-founder of apadua
Brings a procurement practitioner’s perspective to buying professional services and adopting AI.
Topics
- Proposal Comparison
- Longlist/Shortlist
- Evaluation Matrix
- RFP
- Negotiation Preparation