A leading global supplier of automotive parts solutions partnered with SAB to enhance their procurement negotiation capabilities. The goal was to drive significant cost savings across their supply chain through improved negotiation strategies.
Our Approach: SAB designed and delivered a comprehensive global negotiation training program for this supplier. Participants included buyers from their supply chain groups worldwide, as well as members from their sales division. The customized program featured:
- Region-Specific Role Plays: Tailored negotiation scenarios for global trainings in North America, Europe, Asia, and South America to address regional nuances and challenges.
- Strategic Negotiation Preparation: Developing a common strategic approach for negotiation preparation, ensuring consistency and effectiveness across all teams.
- Knowledge Repository Creation: Aiding in the creation of a central repository of negotiation knowledge to facilitate ongoing learning and improvement.
- Leveraging Power in a Competitive Industry: Equipping participants with the skills to effectively leverage power and secure favorable terms in a competitive market.
The Results:
Post-training, the procurement teams reported significant cost savings and more favorable contract terms. The global, region-specific training approach ensured that all participants were equipped with relevant strategies and skills, leading to improved negotiation outcomes across diverse markets. The creation of a central knowledge repository has fostered a culture of continuous improvement and strategic negotiation within the company.
