Omid Ghamami – Negotiation Strategies for BREAKTHROUGH TCO

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Negotiation Strategies for BREAKTHROUGH TCO will shatter every negotiation myth you’ve ever heard and make you a rock star in the procurement department.

Negotiation Strategies for BREAKTHROUGH TCO with Omid Ghamami

Here are the Top 7 Myths we are going to bust with this powerful training series – and there are many more!

Myth #1: Negotiations are all about getting “the upper hand”, and getting “an unfair advantage”.

FALSE! This is a belief system that was prevalent in the 1950s, and it should be sent to the nearest landfill immediately.

There is no benefit whatsoever to gaining the upper hand or an unfair advantage with companies that are a part of your supply chain in the model of supply chain management that is used today.

Your supply chain is what gives your company the advantage it needs to succeed in today’s market.

Myth #2: Win/Win means splitting the pie down the middle.

FALSE! When the pie is cut in half, neither party ends up with what they were hoping for because neither party gets what they wanted out of the deal.

Giving the supplier concessions that are high in value but low in total cost of ownership (TCO) in exchange for concessions that are high in value but high in TCO from the supplier is the Art and Science of Purchasing. This allows you to hit a grand slam on cost savings and total cost of ownership (TCO), while also leaving your supplier feeling really good about the deal.

This does not occur by chance; however, THE Godfather of Negotiation Planning’s secret negotiation strategies WILL cause this to take place!

Myth #3: Negotiations are all about what you can accomplish while in the negotiation room with the supplier. You need to be armed with tactics and counter tactics to make it happen.

FALSE!

The outcome of negotiations is already decided before they even begin! It is not as important what you do in the room as it is how well you prepare for the negotiations, and you should spend more than ninety percent of your time doing so.

In order to ensure successful negotiations with suppliers, there are certain activities, such as the gathering of intelligence and the setting of expectations, that must take place before the negotiations even begin.

Myth #4: You’ve nailed pricing negotiations once rock bottom price is achieved, and can move onto other areas of negotiation.

FALSE! Don’t make this rookie mistake. If the primary tool in your arsenal for lowering acquisition costs is lowering the price of the product or service, you are passing up a HUGE opportunity.

If a provider is willing to lower their prices, it means that they are willing to take home a smaller profit. The profit made by the company is only ONE SMALL COMPONENT of the overall cost structure that it maintains.

You are going to learn THE Godfather’s Proprietary Techniques to remove costs from the supply chain, which is a much more powerful strategy than simply reducing the profit margins of suppliers.

Myth #5: My job is to take the end user’s SOW/SPEC and deliver the lowest TCO based on that.

FALSE! It is your responsibility to question the end user’s SOW and SPEC and to check that the document was prepared with TCO in mind. The majority of your opportunities to save money can be found before you even go out to bid on anything!

You will learn how to identify cost inefficiencies in the SPEC/SOW provided by your end user and how to rearchitect the solicitation in such a way that all of this excess fat is cut out before the suppliers are even brought into the picture.

Myth #6: I need to learn all the behavioral influencing tactics and counter-tactics to become the best negotiator I can be.

FALSE! Imagine going car shopping with nothing but strategies for overcoming attempts to influence your behavior.

Learn the UNIQUE method of performing TOTAL COST ANALYSIS. You’ll have an excellent grasp of various cost estimation techniques, such as the Total Cost Model, the Must Cost Model, the Should Cost Model, the Make vs. Buy Model, and the Benchmarking.

If you don’t do a Total Cost Analysis, your suppliers will treat you like a used carpet.

Myth #7: You can never be sure you are REALLY getting the lowest price.

FALSE!Omid is sharing his proprietary method with you so that you can be absolutely certain that you are receiving the lowest price from this supplier, both now and for the duration of your contract with them.

Omid personally negotiates FAT Reimbursement Checks with suppliers on behalf of his clients.

He’ll also teach you how to CALL A SUPPLIER’S BLUFF by identifying the true extent of your supplier’s bargaining power and whether or not they are merely making empty threats.

Refund is acceptable:

• Firstly, item is not as explained
• Secondly, Negotiation Strategies for BREAKTHROUGH TCO do not work the way it should.
• Thirdly, and most importantly, support extension can not be used.

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