Project examples

The challenge

A premium car manufacturer needed to negotiate the procurement of car batteries for its existing and new hybrid and electric vehicles with an Asian supplier, with limited supplier alternatives.

Negotiation result

Achievement of over 14% price reduction through the negotiations.

Success criteria

Development of a clearly structured, modular negotiation agenda and storyline;

Cost-reduction proofs based on volume increases, logistics, and commercial gaps, e.g., through cost analysis using published facts/materials from the supplier, raw material setup, and effects of multi-year agreement;

Negotiation organization, e.g., establishment of an interdisciplinary team for purchasing, development, and sales, with a clear definition of roles and distribution of tasks;

The bridges plays the role of a “ghost negotiator.” We make target-oriented recommendations on negotiating tactics and the classification of negotiating behavior even during the negotiations.

The challenge

The supplier contracts for logistics services expired at an internationally active aluminum manufacturer. It was faced with the threat of price increases for the required international transport between the production sites and customers. The purchasing volume was over EUR 40 million, with more than 30 suppliers requested.

Negotiation result

Price reduction of 12% on average (up to 21%), and conclusion of multi-year contracts for more sustainability.

Success criteria

Detailed tender planning and analysis; Analysis of important logistics routes (self-calculation); Detailed market knowledge and alternative suppliers; Classification of our client’s negotiating position; Preparation of a detailed negotiation script; Anticipation of supplier arguments and powerful counterarguments; Simulation of the negotiation process.

The challenge

A multinational fashion group intended to directly negotiate selected hotel and flight contingents with suppliers due to expected savings potential. The purchasing volume was more than EUR 10 million.

Negotiation result

Price reduction of 15% on average.

Success criteria

Detailed hotel/flight route analyses, cost structure and driver analyses; Precise market knowledge and alternative suppliers;

consequences of historical events on market prices (e.g., hotel occupancy and prices after 9/11 in New York City) and transfer to current negotiation situation;

Sequencing of negotiations (e.g., in what order should discussions with different suppliers be conducted?).