Skip to content

Industrial Manufacturing

honeywell-headquarters

Industry

Industrial Manufacturing

Deliverables

  • Supply Chain Negotiation Training
  • Delivered Globally
  • 1,000+ supply chain, purchasing, sourcing, and procurement professionals

The Situation

This global automations and controls enterprise needed to lower supplier costs by fully transitioning to global sourcing, consolidating suppliers, and increasing the number of suppliers from emerging markets. They asked RED BEAR Negotiation to help them find a way to achieve increased productivity, improve supplier delivery performance and payment terms, and reduce supplier lead time.

The Challenge

Driven to maintain and increase profitability, today’s suppliers are increasingly savvy negotiators contributing to increasing costs of goods sold. In response, this client developed a global sourcing strategy aimed at reducing supplier costs that met with internal and external resistance. The challenge was to negotiate a new cooperative spirit among internal business “silos” who were resistant to the global sourcing strategy and at the same time combat increased supplier costs by negotiating more favorable agreements while maintaining quality of availability.

Through a world-wide deployment of NWS, this client reported productivity improvements (cost savings/avoidance and working capital) of $56.8 million in the first year alone, representing a 62.2 to 1 return on investment.

“The most important thing that I learned from NWS, and that I believe almost all of us learned, was that the detailed planning of each negotiation means that you will be more successful every time. Having the exact method, [as] taught in Negotiating With Suppliers™, makes this very accessible so anyone from that class can begin right away.” – Global Indirect Sourcing Leader