How to Negotiate with Procurement
How to Negotiate with Procurement

As IAPI are a part of the European Association of Communications Agencies (EACA) we are delighted to be able to offer IAPI members a place at this exclusive EACA session with Tom Kinnaird for free.

Please join EACA from 10.00am to 11.30am on 26 May 2021 for an in-depth presentation and discussion on the topic of “How to Negotiate with Procurement” by Tom Kinnaird.

Now running his own negotiation training and coaching business, Kinnaird Negotiation, Tom works internationally to assist leaders with negotiation skills development, as well as coaching individuals and teams through complex and challenging negotiations.

*Please note that when asked the last question on the registration form, “Which national association is your agency affiliated to? Or are you a direct corporate EACA member?” Please place "IAPI" in the answer box. Once you have registered, you will receive a link prior to the event.

The particular areas of interest that the webinar will cover will include:
The particular areas of interest that the webinar will cover will include:
  • Learn more about the skills, habits and processes that differentiates great negotiators from the rest.
  • Be aware of the psychological biases that affect all negotiators and which makes negotiation a challenging skill to do well.
  • Build confidence in how to move negotiations from price to value.
  • Gain a better understanding the role, drivers and behaviours of procurement in clients
  • Better understand the games that procurement plays and how to negotiate well in competitive pitches.
  • Start to consider ways to build negotiation skills and change commercial behaviours in agencies.
Tom Kinnaird
Tom Kinnaird
Founder and Managing Director of Kinnaird Negotiation
Biography – Tom Kinnaird
Biography – Tom Kinnaird

Founder and Managing Director of Kinnaird Negotiation which he started in 2017, Tom Kinnaird has been a procurement leader and professional negotiator for over 30 years. For 15 years, Tom was Chief Procurement Officer at WPP, the world’s largest communications services group, with annual revenues of close to $20 billion, where he was responsible for leading WPP’s global procurement team.

While with WPP, Tom co-founded the Accord initiative, designed to uplift the negotiation, commercial and pricing skills of leadership teams and individuals across WPP’s highly complex world of multiple marketing communications agencies. Now running his own negotiation training and coaching business, Tom works internationally to assist leaders with negotiation skills development, as well as coaching individuals and teams through complex and challenging negotiations.

Particular areas of interest include:

  • helping leaders to better understand Procurement in clients
  • promoting game-changing moves in negotiation
  • negotiation dynamics in competitive pitching
  • conflict resolution (internal and external)
  • exploring innovative ways of teaching negotiation
  • embedding negotiation learning and behaviours into organisations

Tom has drawn throughout his career on real-life experience and collaborated extensively with leading academic experts and training partners in the field of negotiation. Prior to joining WPP, Tom was on the Board of a specialist procurement consulting business, advising international blue chip clients on design and implementation of procurement change programmes. His early career was with SmithKline Beecham Pharmaceuticals (later, GlaxoSmithKline), working in development chemistry, manufacturing and procurement / supply chain.

Based in London, he has an MBA, and a BSc (Chemistry).

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Add to Calendar 2021-05-26 10:00:00 2021-05-26 11:30:00 Europe/Dublin EACA presents ‘How to negotiate with procurement’ with Tom Kinnaird IAPI members are invited to join this in-depth presentation by Tom Kinnaird Online IAPI [email protected]

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Add to Calendar 2021-05-26 10:00:00 2021-05-26 11:30:00 Europe/Dublin EACA presents ‘How to negotiate with procurement’ with Tom Kinnaird IAPI members are invited to join this in-depth presentation by Tom Kinnaird Online IAPI [email protected]

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