Bargaining Power

August 24th, 2022

Do you really have any bargaining power. Probably more than you think.

 

Today’s post is by Ronald D. Southard, CEO at SafeSourcing Inc

Bargaining power is the power which one party may have to influence another in a negotiation. Through negotiation, companies will work together in collective bargaining to increase their bargaining power by increasing their purchase sizes.  In addition, a party’s bargaining power is a key factor in determining whether or not trade occurs and how the value created is distributed. Other factors that may affect bargaining power include buyer’s leverage and the marketplace.

It’s often surprising to our customers when the run an online RFQ or Reverse Auction as to the amount of savings they achieve. Every customer or prospect tells us that they are very skilled at negotiating and get the best prices available in the market. They often assume this based on their size, industry status, relationships, and a myriad of other reasons. They are always wrong. I tell small chains that they can get the same prices as large chains about always. Ok, maybe not Walmart or Amazon prices, but close if not the same.

They real key to getting the best price and terms is to have a large number of suppliers that want your business and have the capacity to service you. Most buyers are not aware of the number of suppliers that are available to bid for their business, and how to leverage them for the best price. At SafeSourcing we use our SafeSourceIt™ eProcrement tools that encourage behavior based on a variety of settings. In a recent food related event, we invited thirty suppliers to participate. Some were local, others national and others regional. All wanted the business, and our customer is willing to change suppliers if needed.

SafeSourcing is an eProcurement company that operates across multiple industries. As such we have specific experience in almost any commodity, service or capital related spend. Our SafeSourceIt™ Global Supplier Database is an often-used to assist companies in finding vendors that want to bid for your business, please contact a SafeSourcing customer services associate.

 

 

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