Episode 18: Making Procurement Your Ally!

Client Success Matters

Procurement is one of the biggest pain points for agencies - often seen as a cost-cutting machine that makes winning and growing client relationships even harder. But what if you could work with procurement, not against it?

In this episode, Jo Rogers sits down with Stuart Dunk, a former marketing procurement leader at global brands like Nike, Danone, Reckitt, and Betfair. Now running Don’t Forget to Look, Stuart helps agencies navigate procurement negotiations, pricing, pitches, and retention strategies.

Together, they break down:

• The real role of procurement—and why it’s not just about slashing budgets
• How agencies can differentiate themselves and escape the price race
• The secret to winning over procurement and turning them into an ally
• How to handle supplier reviews and avoid being cut from a client roster
• Why agencies should nurture procurement relationships—even after winning a pitch

If you want to win more deals, negotiate smarter, and build lasting client relationships, this episode is a must-listen.

🎧 Tune in now!

For support on how to build a best-in-class client-services team, visit - clientsuccessmatter.co.uk