SIG Resource Center

The Power of Positive Leverage

Procurement negotiation strategies are mostly about leverage: how to get more, how to use what you have and how to take theirs away. But in a world where we must deliver competitive advantage and not just cost savings, being able to help suppliers succeed provides even greater leverage than the ability to impose costs or take away revenue. What does it take to become a customer of choice, and is it worth it?

 

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