COMPETITIVE MINDSET

Suppliers strive to give the minimum. And, yes, that friendly conversation supplier CEO is having with your CEO is a well thought through and coordinated activity from their account playbook. Numerous such conversations are also held with “key decision makers”, “key stakeholders”, all part of a highly coordinated action plan (playbook). Fundamentally, suppliers take a highly competitive approach to engage with buyers.

The account team of supplier is compensated on how well they execute the account playbook. The sales teams are vigorously trained on ONE fundamental goal, which is “winning”. Only a fiercely competitive mindset and robust capabilities development can raise a buyer’s competitiveness, and shift the advantage sustainably to the buyer. Thus, enable the buyer to extract the best commercial deals along with business value realization from their investment.

Suppliers love buyers who obtain pricing benchmarks and then negotiate vigorously for deep discounts. Because in all such situations suppliers end up with fat margins and much bigger IT and services spend by the customer.

Focus on negotiation prowess is a highly deficient and money losing proposition. Leverage gain in itself is insufficient to close all gaps, and realize savings and value creation.

No modern organization can function and compete in a marketplace without IT enablement. Digital is fast becoming table stakes. Technology is rapidly evolving and compounding the complexity and risks in procurement and usage of IT and services. In this situation, unless the buyers take a robust competitive approach, suppliers are able to extend the leverage advantage over the buyers.

CompeteBig brings a differentiated approach and mindset to raise your teams’ competitiveness. So, you generate and sustain big savings and value realization.