Automating the pre-negotiation phase: why it matters more than the negotiation itself
When most procurement professionals think about sourcing, their minds jump straight to negotiation – securing the best price, the most favorable payment terms, or a guaranteed delivery schedule. But most of the time, by the time you reach the negotiation table, the most important decisions have already been made. Let’s explore why the pre-negotiation phase […]
From tactical to strategic: Evolving your supplier sourcing approach
Supplier sourcing has long been treated as a transactional, checklist-driven process. You know: identify vendors, compare prices, and secure the “best deal.” The famous quick wins. But as supply chains have become more complex and fast-moving, this purely tactical approach just stopped working. Sourcing teams are realizing that the real value lies in strategic supplier […]
What suppliers wish you knew during negotiations (and why you should care)
Most sourcing professionals step into supplier negotiations focused on one thing and one thing only: securing the best possible deal for their organization. That usually means lower prices, favorable terms, and reliable delivery schedules. But suppliers have their own perspective and their own frustrations when it comes to negotiations. While buyers aim to reduce costs, […]
Supplier negotiation blind spots that cost you money (and how to fix them)
Most sourcing professionals prepare for supplier negotiations with a clear focus: price. Getting the best possible rate is usually the headline goal. The catch? Price is just one piece of the puzzle. Negotiations are often undermined by blind spots: overlooked details in contracts, delivery terms, or hidden costs that quietly erode the value of the […]
