I was recently reading an article in Inc. Magazine April 2010 edition and came across these tips by procurement executives.

1). Be Different. And then make sure you prove it to us — Coca-Cola
2). We can spot a fake from a mile away. (In other words, don’t oversell yourself) — UPS
3). Go above and beyond. You would be surprised at how few of your rivals even bother to try. — Intuit
4). Companies are buying your reputation, not just your products. — The Bama Companies
5). Do more research than you think you need to. — Valero Energy
6). Be as specific as possible when describing what you can do for us. — Northrop Grumman
7). Start locally think globally. — Dell