Whether it's lowering cost, improving terms, smoothing out performance issues, or working towards strategic partnerships, working with vendors can be, well ... lots of work.
When your vendors are powerful companies and you are a rounding error in their business, it may feel like you have no negotiating power. When you are a major customer of theirs, that may imply they are a critical supplier you can ill-afford to lose. There's seemingly always an argument for the status quo, and "disturbing the peace" by bringing up major aspects of the relationship is justifiably nerve wracking.
How do you get more of what you need?
Confidence, preparedness and knowledge are the ingredients to any successful negotiation. A clear strategy rooted in an excellent understanding of your alternatives and your counterparty's alternatives will give you a route towards your objectives.
With over 10 years of experience managing vendor and outsourcing relationships and negotiations and advising companies from Fortune 100 to start-ups, I can help you build the confidence, preparedness and knowledge that will give you the upper hand.
With tens of millions of dollars in savings and myryad terms concessions negotiated, I've played plenty of hands at the negotiations table, and I can help you play yours.
I have also negotiated on behalf of clients, and reached terrific outcomes that contributed to immediate profitability improvements.
With extensive legal background (both formal education and managing legal teams and business litigation), I understand the weight of various legal terms and will guide you in taking advantage of all levers in your contracts when your counterparty is focused on price.
As an expert in Pricing (see my other expertise areas), I also have sat in the shoes of your counterparty (who may be using Pricing Strategy concepts on you). Having been on both sides of that kind of exercise, I understand the allocation of value from each vendor-customer relationship, and can help you (sometimes) understand why your counterparty is doing what they are doing. I also understand that better terms from your vendors can translate in wider options for your own pricing strategy, resulting in revenue and margin gains and competitive advantage.
WHY I DO THIS FOR A LIVING:
I enjoy helping companies unlock their full potential. I find that the managment decisions and wins I can often guide and facilitate, translate in real impact to employees of such companies and their families. A transformational experience that helped me find this calling was when I understood that the livelihoods of hundreds or thousands of employees who are doing a great job day in and day out, may depend on these key decisions few participate in. When hard working lower-wage employees on the front lines receive a raise that's been overdue for 3-4 years because we've changed a key strategy for the better and unlocked the resources to do so, I feel humbled and validated in the purpose of my work. When founders and entepreneurs who've put their entire energy, creativity and financial safety into a business turn a corner or make a milestone in face of countless market risks and adversity, when they sleep better knowing we've scored a material win together, I sleep better.
ABOUT MY RATE AND WHY I AM ON CLARITY:
Being newer on this site, I see Clarity as a network- and reputation-building platform, as well as a source of new problems and situations to apply my expertise to. It allows me exposure to great (often smaller) businesses and professional expertise tests in shorter bursts than my consulting business, EBITDA Catalyst. As a result, my hourly rate is set to provide you with excellent value and I hope you will make that first call!
Please find me on LinkedIn for add'l professional background, I look forward to connecting with you!