by Jeanette Nyden | May 29, 2018 | Words
Federal Government Negotiates and Gets Value Today, Rocky Flats is a National Wildlife Refuge. It was established in 2007, and is managed by the U.S. Fish and Wildlife Service. The 5,237-acre refuge was once a nuclear weapon depot, a legacy of the cold war. Prior to...
by Jeanette Nyden | May 27, 2018 | Words
A client and I are drafting a gainshare arrangement for a complex service delivery contract. Neither my client (procurement) nor the service supplier have used a gainshare arrangement in their 26-year relationship. Yet, my client’s current economic outlook demands...
by Jeanette Nyden | May 17, 2018 | Words
Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate value? Negotiators...
by Jeanette Nyden | May 5, 2017 | Words
Imagine a mid-level manager in the global commodities group got an email from the operations manager from a plant that read something like this: “Bob, I called ABC supplier to see where our XYZ parts are, and they told me that we’ll get them in 3 weeks. They...
