Opinion Supplier Management

107: 5 Tips to Maintaining Your Supplier Relationship after a Tough Negotiation

Today’s episode is in response to a listener question. I was recently asked for guidance on how to maintain supplier relationships following a tough incumbent negotiation – particularly one that occurs mid-contract.

Listen in to hear my share five considerations that I have used both as a practitioner and service provider to maintain relationships with my suppliers and clients following difficult negotiations.

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 “The typical scenario is that you sign a long term contract and things change where a mid-contract renegotiation is required. I’ve come away from those negotiations either with the relationship irrevocably harmed, or with a spirit of we are in this together.”

In this episode, you will learn:

  • Five tips to maintain your supplier relationship after a difficult negotiation, covering:
    • Trust
    • Conditioning
    • Optionality
    • Red-tape
    • Governance

Links and Resources:

Thanks for Listening!

About the author

Philip Ideson

Philip Ideson is passionate about the role that procurement professionals and leaders can plan in creating competitive advantage for their organizations in ways that go beyond the traditional value proposition.

Philip founded Art of Procurement as a way for the procurement community to learn from each other, increasing the impact they have on their organizations. In 2017, he co-founded Palambridge, a virtual platform of procurement experts, technology, and intelligence. Palambridge provides a broad range of flexible procurement solutions, available on-demand.

Prior to Art of Procurement and Palambridge, Philip enjoyed a career that spanned the procurement value chain, working across three continents for organizations such as Accenture, Procurian, Ally Financial, Pfizer and Ford Motor Company.