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VUMost procurement teams think they’re negotiating.
They’re not.
They’re reacting.
If you’re comparing a quote to last year’s invoice instead of current market pricing, you’re negotiating blind.
Margins shift.
Demand shifts.
Freight shifts.
Tariffs shift.
And suppliers know exactly when buyers haven’t done their homework.
The difference between an average purchasing team and a strong one?
Context.
Know what similar buyers are paying.
Know where volume is flowing.
Know whether pricing pressure is real — or manufactured.
That’s leverage.
Not shouting.
Not “long-term relationship” talk.
Data.
If your team walks into negotiations without market visibility, you’re probably overpaying and don’t even know it.
@vujisai
