Negotiation & Auctions

Structured approach to supplier negotiations and competitive bidding

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Negotiate. Compete. Win.

Our Negotiations & Auctions offering brings structure, speed, and strategic clarity to supplier deal-making. We support clients in maximizing cost optimization through data-driven preparation, tactical execution, and smart supplier engagement.

Contact us to learn more about cost-saving opportunity through negotiation

Supplier Cost-down Convention

Supplier Cost-down Convention is a high-impact negotiation format focused on A-suppliers with the greatest cost-saving potential. We bring key suppliers together for a structured, one-week negotiation event built on comprehensive preparation. This includes spend analysis, ABC segmentation, target setting, and RFQ deployment.

Each supplier enters negotiations supported by tailored booklets containing performance data, benchmarks, BATNA scenarios, and strategy playbooks. Internal teams are fully trained and aligned during a dedicated prep week, including dry runs and argumentation refinement.

During the convention, negotiations take place over multiple rounds, supported by a live war room for real-time analysis and decision-making. With top management present and challenger suppliers invited, the format introduces competitive pressure, accelerates results, and unlocks measurable savings.

Negotiations, Auctions, Game Theory

We bring proven negotiation techniques to the table. Our approach goes beyond traditional back-and-forth by introducing formal tools and methods that shift the balance in our clients’ favor.

These techniques include live auctions, game-theoretic setups, and trade-off simulations, designed to create pricing pressure, test supplier flexibility, and expose the true limits of the deal. Suppliers are presented with clearly defined scenarios and consequences, driving them to respond strategically.

Backed by tailored negotiation booklets, strong BATNA framing, and performance benchmarks, our teams walk with you into every discussion fully prepared. We guide the process in real time via a dedicated war room, adapting tactics as responses unfold.

Read about an auction-based negotiation simulation at our event

Negotiation Strategizing & Training

Winning a negotiation starts long before the first conversation. We help procurement teams build the mindset, structure, and confidence to lead negotiations with clarity and control.

Our approach includes intensive preparation sprints where teams define negotiation goals, align on roles, and rehearse strategies using real supplier data. Each team is equipped with detailed negotiation booklets, and clear lines of argumentation.

Through guided role plays, scenario rehearsals, and dry-runs, we train teams to anticipate pushback, respond with logic, and stay focused under pressure. Communication mastery, empathy, and tactical patience are all embedded into the preparation process.

Long-Tail Optimization

Not every supplier requires the intensity of a convention-style negotiation. For smaller suppliers with lower strategic value, we apply a streamlined, low-touch approach to cost optimization.

This includes centralized outreach through standardized supplier letters, simplified price proposals, and a structured follow-up process. Where necessary, calls or virtual meetings are scheduled, and supplier responses are logged systematically. We also segment the supplier base to identify consolidation opportunities, reducing complexity and unlocking volume leverage. This process ensures that even the long tail contributes to overall savings, without diverting unnecessary time or resources.

Contracting Support

Negotiation success must be locked in through robust, value-driven contracts. We support clients in translating negotiated outcomes into clear, enforceable agreements that reflect both savings and long-term risk considerations.

During the scoping phase, we review existing contracts alongside the spend cube and supplier segmentation to uncover risks, renewal triggers, and improvement potential. As negotiations progress, we support term standardization, scenario modelling, and supplier allocation planning, ensuring that the final contract reflects the best overall value, not just the lowest price.

Our support also covers critical levers like payment and delivery terms, indexation models, and long-term frameworks. We ensure that concessions made during negotiation are locked in contractually and that flexibility is preserved where needed.

 

Negotiate to Create Competitive Advantage

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