“After four weeks, we had completed well-prepared renegotiations with 20 major suppliers and secured cost savings in the millions,” says Carsten Christiansen. Post Danmark asked Valcon for assistance, requesting project implementation at high speed. The answer to the challenge was a project in three waves: 1. Two weeks with thorough pre-analyses 2. First wave of fact-based renegotiations with 20 major suppliers 3. Second wave of fact-based renegotiations with +120 suppliers The entire process has been implemented in close cooperation between strategic purchasers from Post Danmark and Valcon consultants. Fact-based negotiations The aim of the pre-analysis was to create an overview of the categories and of the suppliers. Categories and suppliers were divided into groups, and the analysis group focused on examining the current market relevant to the categories and suppliers which appeared to offer the largest savings potentials. The market research included collecting knowledge about the price development from a number of external sources, such as Kairos Commodities, international research businesses, the OECD etc. 4
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