A Better Way to Buy and Manage Corporate Services

Corporate services can be one of the hardest areas for indirect buyers to manage.

This category covers everything from facility management and payroll to legal services, marketing, recruiting, and software licenses.

Each area has its own complexities, stakeholders, and cost drivers. You’re expected to drive savings, reduce risk, and improve performance—without being an expert in any of these categories. 

That’s why many companies struggle to source corporate services effectively.

They either rely too heavily on stakeholders or go to market without enough input. But there’s a better way.

Based on lessons from APD’s Indirect Purchasing Certification program, here are two practical steps that simplify the process and improve results. 

1. Engage Stakeholders – The Right Way 

You won’t become an expert in benefits administration or facilities outsourcing overnight. But your internal stakeholders likely already are. Use that to your advantage.

Before you gather data or contact suppliers, ask the right questions to people in HR, IT, finance, legal, or operations: 

• What do you rely on from current suppliers? 
• Are there any pain points with current suppliers? 
• Any improvements you’d like to see? 

Also ask what current suppliers don’t deliver that they would find helpful.  After all, most people have worked at other companies and have experience with a variety of suppliers. 

This kind of input will uncover cost-saving ideas, service-level gaps, and features that matter most. It’ll also help you build trust and support – which will be critical when it’s time to change suppliers or renegotiate terms. 

2. Prepare Smarter for Negotiations 

Too often, buyers rush to an RFQ without doing enough prep. A better approach is to treat every corporate services project like a mini-strategy session. 

Start by getting clear on three things: the market, your scope, and your internal alignment. 

Understand the Market 

• Benchmark competitors and rates 
• Gather labor costs in affected areas 
• Understand cost drivers 

Define the Scope and Standards 

• What service elements must be included? 
• What service elements are “easy to get” for free? 
• Include performance metrics in the contract  

Align with Key Stakeholders 

• Engage the legal team early in contract negotiations 
• Make sure to understand budget constraints 
• Consider supplier objectives and create some “win/win” points  

Skipping these steps creates risks: missed savings, poor supplier performance, or stakeholder resistance during implementation. Doing this prep work upfront saves time and builds leverage later. 

Bottom Line 

Buying corporate services doesn’t have to be overwhelming. You just need a structured approach that recognizes two things: 

• You’re not the expert – your stakeholders are. Use their knowledge. 
• Your leverage comes from preparation – do your homework before going to market. 

If you apply those two ideas consistently, you’ll manage these complex categories with more confidence – and deliver better results.

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