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Introduction
Procurement departments in China play a critical gatekeeping role in B2B deals. Whether it’s for industrial tools, SaaS solutions, or cross-border services, procurement officers must validate value, compliance, and supplier credibility. To succeed, overseas brands need to strategically position themselves as procurement-friendly partners. Here’s how to make that happen.
1. Focus on Procurement-Ready Positioning
1.1 Emphasize Vendor Stability
Showcase your company’s history, key clients, certifications, and presence in China. This addresses procurement’s top concerns around vendor continuity and trustworthiness.
1.2 Create Supplier Profiles
Develop PDF or web-based supplier decks outlining capabilities, pricing tiers, onboarding processes, and partner references for procurement decision-makers.
2. Offer Clear Procurement Materials
2.1 One-Pager Procurement Kits
Provide one-pagers including legal registration info, product codes, payment terms, VAT invoicing capability, and customer support policies—especially useful for buyers in state-owned enterprises.
2.2 Digital Quote Generators
For SaaS vendors, create quote generators in Chinese with tax-included options to simplify cost evaluation and proposal drafting.
3. Engage on Procurement Channels
3.1 Join Procurement Events and Expos
Participate in events like the China International Import Expo (CIIE), where procurement officers scout for international suppliers.
3.2 Leverage WeChat Procurement Communities
Chinese procurement managers frequently exchange vendor insights in WeChat groups. Use community managers or agency partners to place your materials organically in these spaces.
4. Build Procurement-Led Nurturing Journeys
4.1 Segment CRM by Role
Tag leads as “procurement,” “technical,” or “business” to tailor follow-up sequences. Procurement flows should include RFQ templates, pricing breakdowns, and comparison guides.
4.2 Simplify Procurement Workflow
Create a clear purchase-to-implementation guide showing how easy it is to move from quote to onboarding. Reduce friction and reduce perceived risk.
Case Study: Procurement Enablement for a Global Hardware Supplier
A Canadian industrial hardware company targeting Tier 2 cities in China created custom procurement kits, onboarded on Alibaba’s B2B marketplace, and published compliance docs in Mandarin. They also partnered with a local sales agency to handle RFQs. Within one quarter, they landed two major contracts with state-owned buyers in Jiangsu and Shandong.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
