采购谈判 实战案例 | Example of Implementing Purchasing Str...

 

“要么你去驾驭生命，要么是生命驾驭你。

你的心态决定谁是坐骑，谁是骑师。”

本文由邵帅撰写。

Background and target

1. The project is for our new plant investment.

2. The background was that we had several good suppliers in Europe. But all of

them had a very long delivery time. And our required delivery time was below 5

months

3. The overall budget is not enough for buying 2 machines from Europe

4. The target was to find a good supplier in China for this project

Our cooperate purchasing and Center purchasing of ContiTech in Shanghai

worked together

Cross functional team meeting to define Importance level：

First analys of 'Porter 5 forces' which influence purchasing: 

New Entrants, Suppliers, New Substitues, Customer, Others (Legal....)

* Supplier Market analysis as below:

* Tier2 (Sub-supplier) market analysis:

* PESTEL Analysis:

* New Entrants Analysis 

After above analysis then outcome the negotiation steps:

BATNA is the worst case/minimum benefit to achieve:

Remember to be flexible during negotiation step 4:

Final outcome is the resule through negotiation:

PS：采购谈判，你遇到过这种供应商吗？

供应商：“这个项目我们没办法年降，因为我们亏了。”

客户：“为什么亏了呢？”  供应商： “不知道。”

客户：“你们做过具体分析吗”  供应商： “你是不是不相信我？”

遇到这种供应商心里恐怕只有一个念头，赶紧换！

Game over!。。。。。。。