Inside Supply Management Magazine

March / April 2020


March 01, 2020
By Kimberly A. Branch, CPSM

Dealmaking is not a one-size-fits-all process. Nevertheless, common themes exist in the value-creating process. In your approach to any negotiation, you’ll want to consider such levers as relationship health, a supplier’s historical performance, criticality, market forces, spend profile and opinion. Utilizing these levers — and the data/intelligence behind them — in preparation for a negotiation is essential.


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