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How to Negotiate with a Procurement Team
Imagine the feeling: after months of courting a new client, who has given every indication that a lucrative contract award is imminent, you receive an email from their procurement team. The letter states that there will be a competitive bidding process; that all bidders must agree up-front to standard (onerous) terms and conditions, and that any attempt to speak directly with the client will result in expulsion from the process.
This unsettling scenario is increasingly familiar to many sellers – and most assume that negotiating is more or less futile. Their choice, as they see it, is either to walk away, or capitulate to procurement’s game rules, thus losing the opportunity for potentially significant value creation (and future profit). They are about to enter a predicament we call “winning the pitch but losing the negotiation.”
Source : https://hbr.org/2020/02/how-to-negotiate-with-a-procurement-team
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