Achieving Cost Savings in the 3rd Year of Covid

2022 started off with a significant Covid surge, once again impacting the daily routines of many.  Time will tell how badly manufacturing and logistics will be affected, and how much delay this will add to supply chains recovery from the prolonged disruptions of 2020/2021.    Purchasing organizations have been consumed by the urgent demands of ensuring…

Negotiating Price Increase Requests

As a buyer or a seller, one of the most difficult negotiations is a price increase request.  Despite the difficulty, there appears to be a lot of it going on in the marketplace.  Whichever side of the negotiation table you are on, we are seeing success from the side that outperforms the other in two key aspects of negotiation:  Preparation  Active Listening  Preparation –…

Quotation Whack-a-mole

In whack-a-mole a person hits the mole forcing it down only to have it pop right back up in another location.  In quotation whack-a-mole buyers push on an area of supplier costs to get pricing to go down only to have costs pop-up in another area bringing prices up as well.  Buyer and suppliers continue this…