Focus on purchasing

Buyers with good communication skills are better at representing corporate goals to third parties.

“From pushing down prices to shaping the company: turning purchasing into profits” is Tanja Dammann-Götsch’s main motive. Her training concept, “Four Steps to Becoming a Purchasing Professional”, applies to a variety of industries. “Even though the conditions in the automotive industry are very specific, some parameters can be extended to other sectors,” says Dammann-Götsch. Born and grown up in Hanau, Dammann-Götsch sees a lot of potential for purchasing to be an important positive influence on a company’s success. Motivated purchasing professionals and managers prevent shortfalls in materials, ensure long-term product quality, enhance the innovation of suppliers, contribute to employee loyalty and counteract the shortage of skilled workers.

Feedback from Sternstunde attendees confirmed to Dammann-Götsch that her topic, “How Purchasing shapes companies”, is becoming increasingly popular with many corporations.

Here are her expert tips for buyers in small and medium-sized enterprises (SMEs):

Speed is your friend. Buyers from medium-sized companies have an advantage in comparison to buyers in major corporations: they can move faster. They know their company’s internal processes and contact persons by heart. They can come to decisions quickly.

And impress others with detailed knowledge. In negotiations, facts count. Sellers usually only know their own product. Spend some time with your production staff; shadow them for a few days and then impress your negotiation partners with how much you know.

Avoid any excessive focus on price. The cheapest bidders can turn out to be the most expensive in the long run. As a buyer for an SME, you should ideally have your eye on the benefits for your company, i.e. the long term. The supplier should wow you with their technology, quality, service, logistics, sustainability – and price.

Show strength at the social level. Educate yourself in rhetoric. This has enormous advantages for day-to-day business. Buyers with good communications skills are better at representing corporate goals externally and selling those decisions internally.

Use your position of power in negotiations. Many buyers in SMEs are not aware of their position of power, but straightforward hierarchies within a company almost always go hand in hand with a direct communications line to management. Envisaging this strength in negotiations brings the best results with suppliers. This is how you create a good foundation for stable and trusting relationships.


Frau Dammann-Götsch hat bei uns in ihrer hervorragend strukturierten Führungs- und Arbeitsweise den organisationalen Aufbau des Projekteinkaufs Akquise und in dieser...

Global Purchasing Director, Premium Automotive Tier1 Supplier

We would like to thank Tanja very much for all her efforts and indeed throughout the project. Organizing the relation with suppliers, planning trips...

Dr Jerome Bazin

Global Procurement, Global Supply Syngenta Crop Protection AG, Basel Switzerland

В процессе исследования рынка с целью поиска альтернативных поставщиков всех товаров и материалов для авиационной промышленности госпожа...

Евгений Чемниевский

руководитель отдела закупок, IONA KG.

Solo quisiera decirte que aprecio mucho a personas como tú en el mundo. Tu eres capaz de motivar y cambiar la vida de las personas, realmente estoy muy agradecido!!!!

Elivan Niño

Buyer Automotrices Nicaragua

Vielen herzlichen Dank für Ihren Vortrag für BME. Es war soooo motivierend ...

Ludovic Montécot

Program Purchasing Manager Fluid Commodities, Norma Group Holding GmbH, Maintal, Deutschland, Führungskraft

Ich wollte kündigen, aber durch die Module in Ihrem Einkäufertraining hat sich jetzt alles geändert und ich bin froh, dass ich durchgehalten habe.

Anonym da Coaching

Mrs Dammann-Götsch has been able to develop and upgrade my regional buyers to where I expect them to be: senior business partners adding value by procuring...

Global Purchasing Manager, Premium Automotive Tier1 Supplier

Einfach genial – einzigartiges Seminar – jederzeit wieder!" Der Stoff / Das Thema wird auf eine ganz außergewöhnliche Art und Weise dargestellt und bleibt einfach...

Ivonne Schott

Sachbearbeiterin Einkauf/Teamassistentin Michel Bau GmbH, Klingenberg am Main

针对这次公司组织的采购培训,我收获颇丰,培训分为4个模块,每个模块都是相互衔接递进的 ,针对所有的采购新人或者有经验的采购工作者来说,我想说:这次的培训将会让你 更加 系统的 科学的认识自己的谈判对象...

Veronica Gao

Direct Buyer, Shanghai, China

Ms. Tanja Dammann-Götsch was the trainer for our Americas purchasing team of buyers, she provided a week long training in the US and Mexico for 20 buyers. The trainings...

Chip Vogel

Director of Procurement Automotive USA

Tener la experiencia de cómo relacionarte y negociar con otras culturas, ha sido una gran herramienta. Tanja tiene una forma muy profesional...

Lourdes Salguero

Ontological Coach, Mexico-Brazil

Frau Tanja Dammann-Götsch ist eine hervorragende Trainerin und Dozentin mit einer sehr großen Ausstrahlung. Ihre Seminare sind sehr erfolgreich und das...

Kambiz Kiarass

Senior Sales Manager Automotive

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