Sellers fear procurement because it often brings price pressure and delays.
In this episode, Brandon explains what procurement teams actually optimize for, why sellers lose leverage when they disengage, and how uncertainty turns price into the only negotiation lever.
You’ll learn how to pre-wire procurement early, reframe value without sounding defensive, protect margin through smart trade-offs, and keep deals moving while contracts are reviewed. I
f procurement keeps slowing or shrinking your deals, this episode gives you a clear, confident playbook to handle it right.
