Is that really your supplier’s best bid?

The importance of a sharpened pencil

Here is some important advice from Expense Reduction Analysts (ERA), based on years of experience: Even a provider that feels secure in its position will “sharpen its pencil” when it realizes it may lose a client’s business.

ERA Consultants are not looking for the cheapest price — but they are searching for the best value. Best value means a combination of service levels, quality, delivery standards, reliability, price and any other factors our clients consider important to their operations.

A good example of a pencil being honed

Our client is an established printer in the Northeast that produces business forms. Six months before engaging ERA, the printer had negotiated new, more attractive rates for small package freight with its long-time incumbent. Furthermore, our client was using computer equipment and software valued at $4,500 provided by the incumbent as part of a three-year commitment. Among other inconveniences, changing vendors would necessitate returning the electronic tools.

Consultants convinced the client to meet with a competing provider. When it became apparent that the competitor had a good chance of securing the business, the incumbent produced improved pricing.

ERA convinced the supplier to reopen discussions - and then negotiated an additional 29% savings.

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