The discount that came back as a lead time

Suppliers rarely refuse a price concession outright. They tend to recover it in the terms nobody was scoring.

By Steve 5 min read
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A procurement negotiation closes well. The unit price comes down a few points, the saving is booked, and the category is marked as improved. Six months later the same line is generating expedite charges, a stock position that has quietly grown, and a plant manager who has started keeping a private buffer. Nothing was breached. No one lied. The deal was simply re-balanced on the terms that were never scored. This is one of the most reliable patterns in supplier relationships, and it follows from something obvious once stated: price…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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