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Rebalance buyer/supplier negotiations

When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add top-line and bottom-line growth and gain insights into their commercial execution capability.

Author(s): Brad Zechman, partner and co-founder, Chapel Row Partners

Publication Date: 9/13/2017

Resource Type: Velocity magazine

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