Our Thinking
How to Negotiate with a Procurement Team
Tom Kinnaird and Hal Movius on how to successfully negotiate within competitive pitches where procurement is the process setter.
Imagine the feeling: after months of courting a new client, who has given every indication that a lucrative contract award is imminent, you receive an email from their procurement team. The letter states that there will be a competitive bidding process; that all bidders must agree up-front to standard (onerous) terms and conditions, and that any attempt to speak directly with the client will result in expulsion from the process.
Our Publications
Avoiding the Three Deadly Sins
Tom Kinnaird and Hal Movius explore why a traditional procurement approach to negotiation risks destroying value. To contribute greater value, CPOs need to develop and promote a more sophisticated approach to negotiation that considers all parties interests.
To contribute greater value, CPOs need to develop and promote a more sophisticated approach to negotiation that considers all parties interests.
Negotiating with Procurement : Skills for Organisations, Teams and Individuals to Negotiate Better Value Outcomes
Tom Kinnaird interviewed by Peter Spence, The Negotiation Channel (Australia) (July 2023)
Excerpts from the Interview
Setting Up for Negotiating
Ways of Promoting Game Changing Moves in a Negotiation
Tom explains how getting alignment on interests within the organisation is a critical part of the preparation process.
Tom introduces set-up moves and how to challenge the negotiation game when procurement are the process setters.
Negotiating Dynamics in Competitive Pitching
Innovative Ways of Teaching Negotiation
Tom shares his experience of teaching negotiation and why value creating negotiation is such a difficult skill to master.
Tom explores shut-down moves and protecting yourself in the closing stages of a pitch.
In The Media
Negotiating for Value : Because You’re Worth It
Tom Kinnaird presents at the IPA Commercial Conference (2016)
The Full Presentation
The Closing Summary
The Q&A Panel Discussion
Excerpts from the Presentation
The Agency Paradigm
Tom challenges agency leaders to find a better way to negotiate.
Understanding Procurement
Tom explains why Value, Cost, Cash and Risk are the four foundation stones of procurement.
Conditioning During Negotiations
Tom shares what conditioning is in the context of negotiations and why we should never accept things at face value.
4 Procurement Secrets
Tom clarifies four important things that all suppliers should know when negotiating with procurement.
Negotiation Training : A Leadership Issue
Tom challenges leaders to create and embrace a negotiating culture within the business.