Showing all posts under...
Ask yourself an uncomfortable question before your next vendor meeting. Do you know how the person opposite you gets paid? Not roughly. Specifically....
A technology sourcing professional carries twelve to eighteen open projects at any moment and closes forty to sixty deals a year across dozens...
Every monopoly in your supply base was once a new contract, signed by somebody who had a choice. Not one of them was...
A supplier arrives asking for twelve percent across a category worth £4 million. That is £480,000. Most buyers negotiate the twelve. Some get...
Here is a question that takes fifteen seconds to ask, and which a monopoly supplier cannot answer well. Look at the increase you...
Everybody in procurement knows the single-source supplier is expensive. Almost nobody can say how expensive, in pounds, on a page. That gap is...
Every negotiation technique you’ve ever been taught depends on one thing: the possibility that you might not do the deal. The anchor works...
You’ll negotiate this contract twice in your career. They’ll negotiate it two hundred times this year. A sourcing professional juggles fifteen open projects...
Most procurement teams don’t lose negotiations at the table — they lose them before they even start. This article exposes 10 outdated beliefs...
Most negotiations start too late. These high-impact RFP preconditions help procurement teams take control early — exposing supplier risks, shaping the deal, and...
