Concrete Strategies for Improving Success in Whole-Portfolio Negotiation
Gather ten procurement pros in a room and the “fish tales” inevitably begin. Some epic sagas of the “big one,” replete with deep analysis and preparation, others … bobbers and beers off the dock … maybe the phone book, three-bids and a buy.
Whether it's a hosted reverse-auction or an RFP, most all of us have stories about the time we had a supplier “over a barrel.” High-use and readily available indirect and direct materials, commodities, travel, MRO, professional-services – all make for a great day of chest beating. One thing we don't hear much about – when suppliers are holding most of the cards.
Whether it is preparation for a negotiation with a key supplier holding a critical technology, an attractive new supplier in an emerging market or even more remote locations, or simply a case where our consolidated spend represents nothing special, these tough-buy categories remain mired late and low on most sourcing wave-planning charts.