Purchasing and Negotiation Training

Robert Menard
Certified Purchasing Professional,
Certified Professional Purchasing Consultant, Certified Green Purchasing Professional, Certified Professional Purchasing Manager

A recent exchange with a mentee put an old image into new focus.  He wanted to know how to become a professional speaker in purchasing.  He asked me because he did not know anyone who fit that description but me.  His was not a request heard every day.   

When you think of a professional speaker, what do you envision?  Most see the traditional “motivational speaker” in the various familiar forms of a sales guru, a tear jerking story teller, an up-from-nothing inspiration, or a feel good empathizer.  Google “motivational speaker” to glean an idea of what most folks imagine when they think of this topic. 

Anyone who is primarily paid to speak is a professional speaker.  This includes motivational speakers but also seminar leaders, meeting & convention presenters, corporate trainers, and experts in many other fields.  Indeed, many aspiring entrepreneurs use public speaking as a marketing opportunity; they have the perception of an expert by virtue of position in the front of a roomful of prospects.   

Some speakers use bureaus, agents who seek, qualify, and book talent for clients on a fee basis.  A bureau’s job is similar to that of a dating club.  They line up a series of prospective speakers and the client choses.  When contacted by bureaus, I usually decline their offers to be represented because my role as professional speaker in purchasing is so unique.  For instance, of every 10,000 speakers with a specialty in negotiation, there is only one of me.  All the others are sales motivators, sales trainers, coachers, lawyers, or academics.  There is no other professional speaker on the subject of purchasing negotiation and I do not want the brand contamination of being lumped in with the others.   

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This fact does not surprise me as my book on purchasing negotiation (image) .  Among the many professional speakers belonging to the National Speakers Association , I am the only one ever to claim expertise in purchasing so it is truly a rarity.     

Suppose you want to hire a professional purchasing speaker? 

First, recognize that the pool is small.  You are seeking two rare specialties.  Ascertain credentials in both.  For example, professional designations in purchasing such as Certified Purchasing Professional (CPP) and Certified Professional Purchasing Manager (CPPM) are de rigueur and fundamental requirements.  Without these credentials, the person may be only passingly acquainted with the purchasing profession.   

Next is the more critical standard because we have all heard content experts who are fair to terrible speakers.  A good example is college professors who are typically more skilled in pedagogy than andragogy.  The result can be a boring disaster.  Membership in NSA for a period of five years or more is a good criterion.  This ensures that speaking is a significant source of the person’s income and that he or she has met the minimum requirements for experience.  Toastmasters , while a great organization, is primarily for amateurs.  Most bureaus will not accept such credentials. 

Finally, get the speakers references.  What corporate clients, training engagements and meetings has he or she served?  How many people have they addressed?  How many years have they been in the business, etc?  In what formats do they excel?  That is, workshop, keynote, emcee, seminar leader, and so forth.   

Or you can take the short cut and contact me about how we could collaborate.  Best wishes.