What’s important to you in the development of your negotiation strategy Part II of II?

November 17th, 2011

Per yesterdays post and now that you have a well defined procurement strategy in place a supportive negotiation strategy can logically follow.

During yesterdays post we discussed that before you can negotiate effectively you will have to go back to the drawing board and develop a procurement strategy. Once that’s in place negotiation best practices can follow.

Here’s some of what you might consider. Remember this is not how we will negotiate (tactics) this is what do you want for a result set that supports your overall procurement strategy?

Result Thoughts:  What are you looking for from our negotiations?

1. Alternative or additional sources of supply?
2. Better quality products!
3. Lower costs!
4. Where possible products that support a reduction in your environmental foot print!
5. Products and Services that are safe for your associates and consumers!
6. Clear and concise contracts!
7. Elimination of quick deals!
8. A win-win result (define) for your company and your supply partner!
9. Open unbiased treatment of all suppliers during the process!
10. A collaborative process that eliminates stove pipes and supports logical aggregation without maverick buying!
11. Internal subject matter experts (SME) going forward!
12. Standardized specifications and Terms and conditions!

There is certainly any number of items that could be added to this list, but it should get you started. As a result you should have a procurement strategy and a negotiation strategy in place. The next step would be the tactics.

If you’d like more information please contact a SafeSourcing representative.

We look forward to and appreciate your comments.

Ron Southard

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