The arithmetic is simple: profits are being squeezed. Finding ways to drive down costs lower than your competition’s has become more important than ever. Here, we describe a different approach to supplier negotiations that might help you gain an edge.
In a Perfect World Imagine the negotiating edge you would have if you knew—and could demonstrate—what you SHOULD be paying for the products you buy, especially when suppliers come to you with sad tales about price increases they just can’t
Dear Colleague Back in 2003, we created a simple, on-line survey to help Purchasing Professionals gauge their organization’s overall purchasing effectiveness. The goals were to first measure attitudes and practices, and then offer concrete suggestions for making improvements. The initiative
Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had information suggesting steel prices had fallen 8%. He certainly wasn’t very happy and, as expected, argued against any
The struggle to find good-fit suppliers never ends. Unfortunately, you can’t find them from your office or even on the Internet. The solution is an old fashion plant tour. This Negotiating Nugget describes why plant tours are so important, and explains how to get the most from the time you invest in them. Allow yourself 5 minutes.
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The story of U.S. natural gas gets referenced a lot but you may not know whats going on. Here are 15 charts that tell the story of the U.S. natural gas market which has been completely changed by the rise
Dear Purchasing Professional, We usually don’t get to speak with you directly when we respond to an RFP. But if we could, this is what we’d say. We’d like you to know that to get the best value when buying
Suppliers often use wage increases to justify nudging up prices each year, usually 1 or 2%. And it’s hard to argue: – seems reasonable, and it’s less than inflation. But wages aren’t the real issue – labor costs are. And