A two-day, hands-on program for teams who cannot afford to keep learning from lost tenders.
WHAT YOUR TEAM WALKS AWAY WITH
By the end of the program, participants will be able to:
- A deeper understanding of procurement — Understand what procurement is really looking for, so your team can respond with greater relevance and avoid missing the mark.
- A proven framework: The ROO Model — Use Relationships, Organisations and Objectives as a practical checklist for navigating procurement throughout the sales cycle.
- Negotiate value, not just price — Negotiate with more clarity, avoid defaulting to discounts too quickly, and communicate value in a way that speaks to procurement priorities.
- Write submissions procurement can say yes to — Create submissions that give evaluators greater confidence in your solution, increasing your chances of being shortlisted and awarded the contract.
TURN PROCUREMENT FROM A BLACK BOX INTO A COMPETITIVE ADVANTAGE.
By demystifying the procurement process, we help sales, bid and commercial teams understand what sits behind procurement decisions, so they can make better strategic choices before the submission is written.
TRAIN YOUR TEAM TO THINK LIKE PROCUREMENT IN TWO DAYS.
Through real procurement scenarios, tender examples and the ROO Model, you learn how procurement thinks and what influences buying decisions. This isn't theory. It's an immediate framework applied to bids, tenders, renewals and negotiations.
Built from Real High-Stakes Procurement Experience, Not Sales Theory.
Sam has spent years evaluating suppliers, leading negotiations and managing major procurement programs. The Procurement Playbook translates that experience into practical lessons your team can use on the next opportunity.
- $1B+ Spend under management
- 1,500+ Tenders and direct negotiations
- 80% SaaS renewal reduction
- 15% Office equipment cost reduction
- $1B/10-YR BPO contract PMO lead
Your Playbook for High-Stakes Procurement.
- Read the room before you write the response
Procurement teams don't just assess whether you can deliver. They're weighing risk, value, commercial fit and stakeholder priorities. Learn what influences the final decision so your response speaks to more than the questions on the page.
- Give the whole bid team a shared framework
Alignment is your secret weapon. The ROO Model gives sales, technical, finance, legal and executive contributors a common lens, so every part of the submission is working toward the same procurement outcome.
- Price isn’t the only lever of influence
Price is the easiest attribute to change, and it should be the last attribute to change. Discounting won’t automatically equal success. When your team understands what procurement values, they can negotiate with more confidence and protect your margin to stay in the race.
Procurement isn't the obstacle. Not understanding it is.
The teams that perform best don't wait until the debrief to understand what matters. They build that insight before the submission is written, while there's still time to shape the strategy.
WHO IS THIS FOR?
Complex tenders are rarely won by one person. The Procurement Playbook is designed for the people who lead, shape, approve and contribute to high-value bid responses.
- Senior BDMs & Account Directors You’re the people closest to the opportunity, carrying the number and trying to work out why strong offers still miss the shortlist.
- Sales, Bid & Commercial Leaders You’re the leaders who need a consistent framework across the team, not a win rate that depends on one gun operator or a last-minute fire drill.
- Technical SMEs & Solution Architects You’re the experts who are pulled into bids and need to understand how your section of the submission is evaluated, scored and translated into procurement confidence.
- Finance, Legal, HR & Operations Contributors You’re the professionals whose inputs can strengthen or weaken the submission, even if you’re only asked to contribute one slice of the response.
Built for the next tender. Not the last debrief.
- CLEAR INSIGHT INTO PROCUREMENT'S KEY DRIVERS
Understand what procurement is trying to achieve, what sits behind the questions, and how to align your response with the priorities that shape the decision.
- A PROVEN FRAMEWORK THAT DOES THE HEAVY LIFTING FOR YOU
The ROO Model gives your team a simple way to assess opportunities, shape responses and focus on what matters most to procurement.
- NEGOTIATIONS BECOME YOUR COMPETITIVE ADVANTAGE
Move beyond reflexive discounting. Learn how to communicate value, manage procurement conversations and avoid leaving commercial leverage on the table.
- STRENGTHEN YOUR POSITION AT THE TABLE
Being chosen shouldn’t be luck of the draw. When you know how to craft responses that are clear, relevant and procurement-aligned, your team won’t guess every question that needs answering.
PROGRAM STRUCTURE
- Strategic Procurement Objectives
Understand procurement's purpose, the key drivers behind their decisions and what motivates procurement professionals. Learn how your response can better align with those objectives.
- Procurement Structure & Conduct
Learn how different procurement teams operate so you can tailor your approach, communication and response strategy accordingly.
- Category Management
Learn how procurement uses category management to align long-term supply and demand, and how category goals and program management approaches connect to procurement's broader objectives.
- Category Plans & Tools
Learn how procurement evaluates risk, value and commercial impact, so you can anticipate the concerns shaping the final decision.
- Opportunity Evaluation
Understand the factors that influence procurement's decisions when selecting vendors for market testing exercises, and what can make a supplier more compelling in the initial stages.
- Relationships & Interacting with Procurement
Learn to understand and align with procurement's key priorities. What matters most when they buy goods and services, and how stronger long-term relationships can reduce the likelihood of a client seeking new vendors.
- Submissions & Presentations
Prepare submissions and presentations from procurement's perspective, including what to do and what to avoid when presenting to evaluation teams and decision makers.
- Negotiating with Procurement
Understand how negotiating with procurement differs from negotiating with other business leaders, and how to offer benefits and assurances that resonate with procurement teams.
The ROO Model (Relationships, Organisations and Objectives)
Leave with a simple mental checklist your team can use on procurement-led opportunities. The two-day program culminates in the ROO Model, a practical framework that captures the program's essential learnings in a simple, easy-to-recall structure.
The next bid starts long before the tender opens
Equip your team to lead the process, not chase the deadline. Give your team the procurement lens, shared language and practical checklist to start strong.
Built by someone who's sat on both sides of the procurement table
Sam Trifiletti created The Procurement Playbook after seeing the same problem from both sides. In sales and business development, he knew the frustration of investing heavily in a tender, believing the response was strong, then failing to shortlist with little useful feedback. In procurement, he saw how vendors were assessed, where submissions missed the mark, and why teams often discounted too quickly because they misunderstood what procurement was trying to achieve. The result is The Procurement Playbook: a practical program that bridges sales strategy and procurement reality. It gives bid teams the insight Sam wished he had before the submission went in. The Procurement Playbook was created to help vendors stop treating procurement like a black box. It gives teams a practical way to understand the buyer's drivers, align their response and negotiate without giving away value unnecessarily.LinkedIn — Sam Trifiletti
Companies and Teams Sam Has Helped
Sam's procurement and commercial experience spans enterprise, government, health, energy, construction, technology, logistics and complex supply environments.
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What teams realise in the room
"Canon engaged Sam to provide training to our national sales team to help them better understand and navigate the evolving procurement landscape. Those sessions were gamechangers in lifting capability across the team, opening doors to new opportunities and the benefits are still being felt today. The value of engaging Sam isn't just in the training program. The vast experience and network that Sam has developed over the course of his career, and the real-world examples that he shares are where he helps translate theory into action for all of the participants."
Common Questions about Opportunity Evaluation
What is The Procurement Playbook?
The Procurement Playbook is a two-day, hands-on capability program that helps sales, bid and commercial teams understand how procurement thinks, evaluates and negotiates during bid and tender processes.
Who is The Procurement Playbook for?
The program is designed for senior BDMs, account directors, sales leaders, bid managers, technical SMEs, solution architects, finance, legal, HR and operations contributors involved in complex tender responses.
How is The Procurement Playbook different from sales training?
Traditional sales training teaches teams how to sell. The Procurement Playbook teaches teams how to be bought by helping them understand procurement’s drivers, evaluation logic and decision-making process.
What does procurement look for in a tender response?
Procurement looks beyond capability and price. They assess risk, value, alignment, organisational objectives, commercial fit, supplier credibility and whether the response answers the real intent behind the tender questions.
What is the ROO Model?
The ROO Model stands for Relationships, Organisations and Objectives. It is a practical framework that helps bid teams understand where to focus their attention when engaging with procurement-led opportunities.
Can The Procurement Playbook help improve tender submissions?
Yes. The program helps teams create clearer, more relevant and more procurement-aligned tender responses by giving them a better understanding of what evaluators are assessing before the submission is made.
Does The Procurement Playbook guarantee tender wins?
No program can guarantee tender wins. The Procurement Playbook is designed to improve how teams understand procurement, shape their responses, negotiate value and avoid common mistakes that weaken bids.
Why do strong tender responses still lose?
Strong offers can still lose when the response does not align with procurement’s evaluation criteria, risk concerns, internal objectives or decision-making process. Many teams answer the question without understanding what procurement is really trying to assess.
When should a team complete The Procurement Playbook?
The best time is before the next major tender, bid or renewal process begins. The program is most valuable when teams can apply the procurement lens before the submission deadline, not only after a loss or debrief.
What industries is The Procurement Playbook relevant for?
It is relevant for tender-heavy sectors including technology, construction, telecommunications, transport, logistics, energy, health, government, professional services, infrastructure and complex B2B environments.