A strong negotiation culture in Procurement

In a competitive market Procurement needed to contribute to an accelerated cash and EBIT improvement. Davidsen Tømmerhandel wanted to explore the opportunity to gain a competitive advantage through strengthened relationships with key suppliers and optimize agreements. To get procurement on the cross-functional collaboration agenda the organization decided to develop processes and negotiation competences.

The Result

Establishing a negotiation culture within a 3-year framework. Procurement was a key player in the organization’s expansive strategy and has been recognized as a leading contributor by management. All goals have been met as well as expanded. Procurement has a shared approach, mindset and tools and has established a strong negotiation culture with a strong team spirit.
  • Significant savings
  • Shared language and structure for negotiations
  • A strong quid pro quo culture
  • A more proactive negotiation style
Responsible
Christian Bryde-Nielsen
Founder and CEO

+45 22 51 00 00

Cases

PFA

PFA

PFAReshaping the negotiation climatePFA Pension faced declining earning levels and market shares. The feedback from management was that negotiations were characterized by argumentation and focus on price. To win more profitable tenders and optimize the existing...

Brødrene Dahl

Brødrene Dahl

Brødrene DahlSecuring profitability by changing the gameAn increasing demand for the lowest prices and the highest degree of service dictated the negotiations at Brødrene Dahl. To secure orders the demand was accepted to a large degree across the sales force. With the...

Advisory for Procurement Team

Advisory for Procurement Team

Advisory for Procurement TeamNew approach for annual frame agreementStrategic advisory to lead negotiators in Procurement at Davidsen Tømmerhandel. Facing a series of important negotiations Procurement wanted to strengthen the relationship with key suppliers and...

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