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Are You Negotiating Value?

Traditionally, buying companies seek to limit their risk exposure by diversifying their vendor pool. But if all vendors in an industry face the same challenge to keep costs in check, for example rising wages, it is time to do something differently. The answers lay in...
Fastest Way to Erode Deal Value

Fastest Way to Erode Deal Value

A stunning 45% of the time neither suppliers nor their customers realized the anticipated value from the relationship. This according to an IACCM study. Wow. That is almost like flipping a coin! What was wrong? One reason, the parties focused solely on price, thereby...
Unlock Value By Decreasing Vendor Risk

Unlock Value By Decreasing Vendor Risk

Buyers can unlock value for their organization by decreasing both their companies’ and vendors’ exposure to risk. For example, a food manufacturer unlocked value by partnering with their trucking vendor to mitigate the risk of fluctuating fuel costs. The companies...