Rethinking Supplier Pricing: Target Price or Test Balloon?

Jeanette Nyden

 My client was preparing to make a counteroffer to a vendor asking them to reduce their price, when an announcement to close a division of my client's organization was made public.  The closure impacts the vendor’s relationship with the organization, but doesn’t eliminate the relationship. My client's line-of-business stakeholders are demanding price reductions, but at the same time, the closure of the division changes the scope of work.She was in a quandary.She needs to execute t...
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