Creating value vs Claiming value
Supplier Negotiations
“Lower the price from €12 to €10 per unit.”
First example of creating value during a negotiation ❓🤔
Volume or long-term contracts for better rates.
Second example of creating value during a negotiation ❓🤔
Adjust specs to reduce production costs and share savings.
Third example of creating value during a negotiation ❓🤔
Offer faster payment in exchange for discounts.
“Deliver in 5 days instead of 7.”
First example of creating value during a negotiation ❓🤔
Joint planning to anticipate orders.
Second example of creating value during a negotiation ❓🤔
Use nearby stock hubs or safety stock.
Third example of creating value during a negotiation ❓🤔
Combine shipments with other clients.
“Reduce defects by 5% without extra cost.”
First example of creating value during a negotiation ❓🤔
Continuous improvement programs.
Second example of creating value during a negotiation ❓🤔
Share real usage and failure data to help improvements.
Third example of creating value during a negotiation ❓🤔
Offer bonuses for exceeding quality standards.
“Extend payment from 30 to 60 days.”
First example of creating value during a negotiation ❓🤔
Stage payments tied to deliveries.
Second example of creating value during a negotiation ❓🤔
Offer guarantees or fixed orders for longer terms.
Third example of creating value during a negotiation ❓🤔
Barter deals (products/services as part of payment).
“I want to be your exclusive client in this category.”
First example of creating value during a negotiation ❓🤔
Guarantee minimum volumes for exclusivity.
Second example of creating value during a negotiation ❓🤔
Co-develop a unique product for your market.
Third example of creating value during a negotiation ❓🤔
Co-finance capacity improvements for priority supply.