Negotiating with Incumbent Suppliers -A ten-step process to succeed with incumbent, entrenched, and entitled suppliers

Dealing with existing, entrenched and/or entitled suppliers may be the most difficult task faced by procurement professionals and project managers. Often the perception by both parties is that the customer has no leverage. You have to deal with them and they know it. There are ways, however, to level the playing field and increase your leverage.

This White Paper will examine a ten-step process that ensures you not only get the supplier’s attention, but you’ll also get the best possible results in re-negotiating. Complete with examples from recent negotiations, you’ll discover new methods to gain leverage and techniques that will prevent incumbent suppliers from taking advantage of your organization.

Key concepts include:

• Establishing your objects (so the supplier will actually listen)
• Leverage you didn’t know you had and where to find it
• Risks you should watch for
• Effective negotiating strategy, including what, why, who and when
• Delivering your message to incumbent suppliers