The Institutional Buyer – Cracking their cognitive code and winning the big projects

Co-Presentation with:

Are you the best proponent for the project but...your firm misses the cut?... What are institutional buyers REALLY influenced by?

Date: February 16, 2017
Location: Four Seasons Hotel
  791 W Georgia St,
 Vancouver, BC V6C 2T4
Time: 8:00 am - 11:00 am

Register early for this seminar and discover what - beyond price and technical expertise - influences the institutional buyer’s decision-making at every stage of the evaluation process and how that could make the difference between winning and losing.

This is a CSMPS-tailored session co-presented with ACEC BC with a focus on the non-obvious things that explain some of the reasons why sometimes the best firms don’t win the project and how you can use those practical, behavioral science insights to give your firm the leg-up it deserves.

How good is our expert presenter? Procurement professionals hire her to help them better understand the role of their subconscious in their proponent selection processes. More on our expert here http://winegardcompany.com/biography/.

After this session, you’ll better understand human judgement and the subconscious factors associated with procurement decision-making. The seminar will also include real-life AEC RFP proposal samples.

You will learn:

  • How to better understand the procurement professional’s evaluation, judgement, cost/benefit analyses, buying considerations and natural proclivities
  • How social cognitive neuroscience influences the four stages of the institutional procurement process and what your BD team needs to know in order to best position your firm at each stage
  • What your principals, BD and marketing staff should be taking into consideration: discover the insights from brain science that you need to know to get the competitive edge

And, even more:

  • What fonts, spacing, and organization are the easiest to read and most appealing to the evaluator’s eyes/subconscious mind
  • How to sequence information to be more persuasive, compelling, easier for evaluators’ brains to understand
  • In the pitch meeting, what evaluators’ brains are really listening for and assessing

About our Expert:
Brynn Winegard is an award-winning professor, speaker and writer with real-world business experience.
Not only is she a recognized business-brain science expert – often quoted by The Globe and Mail, BNN and CBC, her consulting business clients include: Deloitte, OASBO Procurement Group, The Institute of Electrical and Electronics Engineers (IEEE), CIBC, BMO, ScotiaBank, Kruger Paper Products, Coca-Cola, , MROO, OASBO, OMERS, USAA, Brystol Myers Squibb, Novartis, Toyota, Canadian Blood Services, among more than 50 notable others.
More on Brynn here.

Register for this timely topic now!

Registration Policy

You must pre-register by the Monday prior to the event. Please email info@csmps.com to register if you chose to make payment via cheque and include a copy of your registration email with your cheque.

Please make cheques payable to:
Canadian Society for Marketing Professional Services
PO Box 17507
The Ritz PO
Vancouver BC V6E 0B2

Cancellation Policy

Due to the financial commitments CSMPS must incur to provide our members with quality programming, cancellations are accepted until 3 business days prior to the event. No-shows and cancellations after this deadline will not be refunded. Thank you for your understanding and respect for this policy.

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Your presentation on Infographics at today’s CSMPS event was fabulous...it was very informative, reinforcing the value of visuals. [Infographics for Proposals]

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