Sales | Retail
Few negotiations are more difficult than those with Single and Sole Source Suppliers. With seemingly little or no negotiating leverage for the buying company, even minor concessions from the supplier seem grueling to obtain. The situation is often not only painfully frustrating – but extremely costly to the buyer company. Can anything be done to increase leverage with single and sole source suppliers? As this 2-day workshop emphasizes, the answer is a resounding YES! PART 1 delves into 12 impactful sources of leverage that our clients use as a “checklist” in preparing for Single and Sole Source negotiations.
Participants identify the specific Single and Sole Source suppliers who would have the greatest dollar impact IF they, as the buyer, had more negotiating leverage. At the end of Part 1, they then select which of the 12 leveraging concepts could apply to those specific single or sole source suppliers. PART 2 moves to the next step: How to progress from building leverage to designing a full-fledged negotiating strategy. Using a case study of a single source negotiation, participants work in teams to develop a Negotiations Planning Grid, Preparation Worksheet and actually rehearse the opening minutes of the negotiation with the single source supplier. PART 3 addresses how to proactively deal with future single and sole source negotiations. There is a direct relationship between unchecked Back Door Selling and unnecessary single and sole source situations. This section addresses this topic "Head On!"
Negotiating with Single & Sole Source Suppliers 1,034.80