Procurement negotiated 5% off. The drawing had already chosen the supplier.

Most of what a business pays for a category is decided long before anyone asks for a quote, usually by someone who has never negotiated anything.

By Steve 5 min read
Abstract bridge artwork for Procurement negotiated 5% off. The drawing had already chosen the supplier.

A familiar sequence: a category comes up for renewal, three quotes are gathered, the incumbent sharpens their pencil, and the buyer books a saving of four or five per cent against last year. The saving is real. It is also almost the only variable that was still open by the time the buyer got involved. The requirement had already named a brand, or specified a tolerance only one manufacturer holds, or described a deliverable in the vocabulary of the firm that wrote the last one. By the time the request…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

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.

More on Operations

Scroll to Top