Take a unique opportunity to unveil your Customer’s purchasing strategy and to identify the REAL decision makers. Imagine, that you have a chance to discuss about purchasers’ experience with their best and worst suppliers. Find out ineffable needs and requirements of corporations and become their supplier of choice.

1. © Eveneum. All rights reserved
CorpoDeal
How to deal with Corporate Clients
Invitation to workshops that help sales simply sell more
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2. © Eveneum. All rights reserved eveneum
„If you know your enemies and know yourself,
you can win a hundred battles without a single loss.
If you only know yourself, but not your opponent,
for every victory gained, you will suffer a defeat.
If you know neither yourself nor your enemy,
you will always endanger yourself!”
The Art of War, Sun Tzu

3. © Eveneum. All rights reserved eveneum
We focus on you
Your success depends on how well you know your customer. We want to know him upfront,
even before we meet at the workshop. Answer our survey and we will prepare the purchasing
profile of your customer. What do we mean by the purchasing profile? Well, let us surprise
you!
Our best practices
We are not salesmen, we are professional buyers. We offer you unique opportunity to
discuss successes and failures of suppliers like yourself. Imagine, that you have a chance to
discuss frankly about purchasers’ experience with their best and worst suppliers.
We reveal hidden cards
Find out ineffable needs and requirements of international corporations and become their
supplier of choice. Purchasing profile of your customer tells us a lot about his supply chain
management, the way he is developing relationship with you and your competitors. We
believe that 80% of suppliers do not know who to sell to and who to sign contract with.
Systematize your approach, spend saved time in your way!

4. © Eveneum. All rights reserved eveneum
Satisfaction is a key
Clients tell us that only individual approach guarantees 100% of satisfaction. Our workshops
are for eight to ten participants and are conducted by two Eveneum experts. You are in the
limelight and we want you to be 100% satisfied! We do our workshop for you, not for the
group!
Nothing but practice!
The most important is what you can use in practice right away. We understand it very well.
Working for global corporations we have participated in many trainings, some of them were
quite good. For us „quite good” is not good enough. That is why we created „Corpodeal -
how to deal with corporate buyers” - experience and practice in action!

5. © Eveneum. All rights reserved eveneum
Unique Eveneum method.
ineering, Board
ng,
ing
ing
stic
Open market
Operational
suppliers
Strategic
suppliers
Partners Vision and mission
Competitive
advantage
Low
value
Cost advantage
• Purchasing organizations - navigating in
complex structures
• KPIs - is there a hidden agenda
• Internal customers -
identifying customer’s team
• Perception vs. expectation -
how to sell 30% more
• New source qualification -
how to leapfrog competition
• Sourcing strategy - becoming strategic supplier
• Sourcing panel - influencing customer’s
decisions
• LTA - who to sell to and who to sign
contract with
• TCO - what is the full value of your proposal
for a buyer
• Cost transparency and cost models - how to
deal with them
• Tricks and tips for increasing your success with
price increase request
• Real life examples throughout the workshop
• Each participant has a chance to develop his
customer’s purchasing strategy
• Materials and technics ready to apply

6. © Eveneum. All rights reserved eveneum
2 Eveneum experts complementing one another
3 intensive days of practice
3 Eveneum criterions for complete & practical
evaluation of suppliers
4 Purchasing Maturity levels to better understand
customer expectations
4 games to identify buyer’s strategy
4 hours of efforts recorded and analyzed live
over 6 hours of open discussion between
salesmen and buyers
10 unique participants
10 profiles of customers to be analyzed
Outcome - individually crafted plan for becoming
your customer’s supplier of choice
Workshop in numbers:
Quality
Sales
Finance
R+D
Purchasing

7. © Eveneum. All rights reserved
Eveneum Experts. Knowledge proven in practice!
Worked for leaders : Rolls-Royce, Danfoss, Delphi,
Fiat, Pilkington, Plascore, Gentex
Business acumen in: automotive, aerospace,
maritime, Oils&Gas, railway, HVAC
Unique experience in negotiations
Negotiating contracts with complex esc/de-
escalation mechanisms
Developing relationships at executive level
Leading multicultural negotiation teams
Managing geographically dispersed purchasing
teams
Negotiation with monopolies and vertically
integrated suppliers
Defining long term global purchasing strategies
Successfully dealt with Japanese suppliers during
yen & silver appreciation
Negotiating long term supply contracts with major
OEMs
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Key business achievements
Successfully transferred production from high to
low cost countries
Successful business development to new
technical markets
Initiated cooperation between US and Polish
supplier delivering 20% savings
Delivering long term and sustainable savings
Designing supply chains for new products (NPI)
Designing and optimizing Source to Pay
processes
Solid academic education
Management Program, ESSEC Business School
Paris-Singapore 2010
MBA National Luis University
MBA Grand Valley State University
BSME Michigan Technological University
Jagiellonian University

8. Contact us
© Eveneum. All rights reserved eveneum
Pozdrawiam/Best regards
Henryk Filak
Partner
T: + 48 504 459 227
E: henryk.filak@eveneum.com
Pozdrawiam/Best regards
Rafał Dados
Partner
T: + 48 504 039 823
E: rafal.dados@eveneum.com
Pozdrawiam/Best regards
Szymon Tochowicz
Partner
T: + 48 533 439 393
E: szymon.tochowicz@eveneum.com
Best regards
Julie Kelley
Partner
T: + 1 616 490 0449
E: julie.kelley@eveneum.com
www.eveneum.com

9. © Eveneum. All rights reserved
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© Eveneum. All rights reserved
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