{"id":3304,"date":"2014-01-28T14:00:00","date_gmt":"2014-01-28T14:00:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2014\/01\/28\/trouble-getting-a-sole-source-vendor-to-play-ball-negotiate-creatively\/"},"modified":"2021-07-08T07:07:11","modified_gmt":"2021-07-08T11:07:11","slug":"trouble-getting-sole-source-vendor-to","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/trouble-getting-sole-source-vendor-to\/","title":{"rendered":"Trouble Getting A Sole Source Vendor To Play Ball?  Negotiate Creatively!"},"content":{"rendered":"<p>I hope that you have enjoyed the article, <em>Creative Negotiation With Sole Source Vendors<\/em>.<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<p>In the article, I described how you can offer terms of value to the sole source vendor in exchange for that oh-so-elusive price reduction.\u00a0 This approach works quite well.\u00a0 But it doesn\u2019t work 100% of the time \u2013 no single negotiation technique does.<\/p>\n<p>If the sole source vendor does not respond at all to this technique then, if you\u2019re feeling dangerous, you may want to consider making the incentive appear more valuable by temporarily not being as good a customer.\u00a0 For instance, if you and the vendor have agreed on 30-day payment terms and your organization routinely pays in 25-30 days, then moving to 15 day terms may not seem attractive enough to offer you any type of discount.<\/p>\n<p>However, if your organization\u2019s payments begin to get a little erratic \u2013 say, paying in 31 days, 45 days, 37 days, etc. \u2013 then the vendor may see more value in getting payment in a guaranteed 15 days.\u00a0 As with almost any procurement negotiation situation, you should calculate your risk.\u00a0 If \u201cplaying\u201d with payment terms is going to compel the vendor to refuse to deliver a critical shipment, then this approach isn\u2019t worth the risk.\u00a0 However, if the vendor\u2019s performance won\u2019t be affected in the short term by uncharacteristically extended payments, then it\u2019s worth considering the pros and cons and deciding accordingly.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I hope that you have enjoyed the article, Creative Negotiation [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4066,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3304","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.4 (Yoast SEO v19.13) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Trouble Getting A Sole Source Vendor To Play Ball? 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