A negotiation in B2B purchases is one of the most important pillars for companies. This is because R$1 saved means R$1 in profit for the company.
In other words, having knowledge about the best trading strategies is essential to win the best deals and positively impact results.
Whether to renew contracts with suppliers or to establish new partnerships, know how to negotiate and looking beyond price can be the big differentiator in a competitive market.
Today, companies not only have the goal of conquer saving, as they now understand that strengthening the relationship with their suppliers generates gains for both businesses.
Below, check out the main points to consider when it comes to negotiation in purchases.
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Check out 7 negotiation strategies to apply to your purchasing management
1. Plan before you trade
O purchasing planning is a key piece to increase the chances of getting the best deals.
It is important that the buyer is equipped with all the information before starting the quotation process and supplier selection, such as item details, delivery time, budget limits and payment methods.
2. Look beyond the economy
Despite the priority of achieving savings and increasing company profits, negotiations with suppliers need to take other factors into consideration. aspects that benefit partnerships.
For example, the availability to meet changing demands, issues related to innovation, sustainability process, ESG e compliance, among other important points.
3. Take advantage of seasonality
To get the best deals, consider seasonality when planning purchases and negotiate with suppliers during the period when the partner usually has lower sales volume, for example.
Another tip is to monitor price evolution. This KPI is an indicator that helps to better plan future purchases and even anticipate them, which can result in savings and spending control.
4. Invest in supplier relationships
Having a empathetic look when negotiating and considering that the benefits need to reach both, buyer and supplier, not only brings financial gains, but also for the relationship.
One way to build a relationship between buyer and supplier is to invest in reducing operating costs and developing innovations in products and processes.
5. Have clear communication
Negotiation in purchasing is all about communication. art of communicating accurately and security is essential to be persuasive and achieve the best partnerships.
In this sense, for communication to be effective, listening is also important. When listening to your suppliers, you may come across insights and new strategies for your company.
6. Create humanized partnerships
The more humanized the partnership, the greater the chances of success. The rule that business relationships need to be strictly formal is no longer a reality.
For example, the B2C market already understands that relationships need to be increasingly human, in order to engage customers and awaken their feeling of confidence.
7. Make the process easier
In the corporate world, excessive bureaucracy makes business relationships difficult. Look for ways to facilitate the negotiation stage, such as using digital tools.
A e-Procurement platform allows you to carry out a series of analyses and automate the negotiation process, thus facilitating more assertive decisions and achieving savings.
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