Sourcing Support for Technical Contracts
Challenge: A recently divested company was required to negotiate new contracts with key suppliers. The supplier was considered a partner and critical for their business success. However, they were a much larger firm and seeking a significant price increase to reduce the volume related to a smaller divested business.
Solution: Brown Smith Wallace was engaged to identify all contract terms and prioritize each one. This was developed into a negotiation strategy that enabled both parties to move toward an agreement that was mutually acceptable. The contract was signed with a savings that was better than target and met the other critical objectives. The result was a partnership that would extend beyond the immediate future.