Sometimes I’ve held all the power, other times I’ve held none.
Sometimes there’s been seeming equilibrium and that’s when both parties stand to gain the most from collaboration.
I remember my time as Soft Drinks buyer for the UK’s number 1 convenience store (Co-op); We were the biggest volume purchasers of 500ml Coca Cola in the UK and yet Coca Cola were the most important supplier for us to drive category growth. It was the perfect partnership.
More recently working in a smaller business, operating in a niche market where there are very often only limited options, I’ve had to rely more heavily on negotiating without leverage.
I’d say it’s one of the most underrated and most important Buying skills.
Here are my top 7 tips on how to do it: