Developing and using Partnering Skills - Procurement Special

This episode is a live recording of Fred Copestake’s show for the Alchemie Network, where he dives deeper into what makes true collaboration between sales and procurement work.

Picking up from the last session on the evolution of sales, Fred explores selling through partnering skills – a practical approach to creating better, more productive relationships.

With his usual energy, hard-won experience, and a few lighthearted moments, Fred unpacks six key elements of PQ (Partnering Intelligence) – the lesser-known but equally vital cousin of IQ and EQ.

In this episode, you’ll discover:

• Why trust is the non-negotiable foundation of any relationship
• The “trust equation” (and how self-orientation can make it crumble)
• How to create a genuine win-win mindset without damaging your own position
• Why interdependence beats independence in modern sales
• How transparency builds credibility (and why leading with a flaw is powerful)
• The importance of being comfortable with change – for you and your customer
• Why future orientation helps both sides achieve meaningful outcomes

Fred also shares practical tools like mutual action plans, tips for handling resistance to change, and why buyers care about futures rather than just features.

Expect straight-talking insights, useful questions to reflect on, and a clear framework to help you recognise great sales behaviours – and spot the ones that fall short.

A must-listen for procurement professionals who want to work with genuine partners, and for salespeople who want to stand out for the right reasons.

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Connect with Fred on Linkedin

https://linktr.ee/fredcopestake

Watch this episode on YouTube

https://youtu.be/FHifHfaKXJw