« A supplier who becomes a partner creates a win-win relationship for everyone.» – Marie-Laure

In an economic environment where every euro counts, finance and procurement teams at SaaS companies and scale-ups must constantly balance controlled costs with optimal performance. Yet, according to Marie-Laure, an experienced Procurement Director in the tech and e-commerce sectors, successful negotiations rely not only on numbers but above all on strong human relationships.

Here's an insightful recap of her engaging conversation with Maxime, Co-Founder & CEO of Freqens and host of the Aux Commandes podcast, highlighting the strategic levers for effective negotiation.

Preparation: The Essential Foundation for Successful Negotiations

Marie-Laure emphasizes an often-overlooked aspect: preparation. The more meticulous your preparation, the better you control the negotiation. Her framework includes several key points:

• Context and objectives: Clearly define your targets and expectations.

• Supplier profile: Gather detailed information about your counterpart (tenure, role within their company).

• Detailed arguments: List your arguments thoroughly and anticipate potential objections.

• Counter-arguments: Prepare responses and solutions to potential objections before they arise.

Marie-Laure even scripts her negotiations, writing key phrases to ensure alignment within her team.

« A concession unnoticed is useless. Be prepared to highlight and value each commercial gesture.» – Marie-Laure

From Conflict to Collaboration: Adopt a Relationship-Based Approach

For Marie-Laure, a fundamental mistake many buyers make is viewing suppliers as adversaries. An effective buyer transforms this dynamic into a partnership.

The supplier must genuinely want to assist you, and achieving this involves authentic listening and true empathy:

• Clearly identify your supplier’s expectations and challenges.

• Create a trusting environment and acknowledge your counterpart’s achievements.

• Remain authentic and use emotions as positive influencing tools.

Marie-Laure emphasizes the importance of nurturing relationships with sales representatives. A motivated salesperson will be your greatest internal ally.

Control Your Deadlines and Avoid Contractual Pitfalls

How many contracts are renewed without proper negotiation due to lack of anticipation? How many unjustified price hikes are imposed by dominant suppliers? According to Marie-Laure, many difficulties stem from poor initial contract management.

Some best practices include:

• Anticipate contract renewal deadlines to negotiate at the ideal time.

• Always include a clause limiting annual price increases.

• Regularly benchmark market conditions.

By mastering these fundamentals, you avoid emergency situations that restrict your negotiation flexibility.

How to Establish a Procurement Culture in Your Company

Marie-Laure observes significant variation in procurement maturity across companies. In high-growth organizations, the procurement role is often new or poorly defined, causing companies to miss substantial savings opportunities.

She suggests a simple method to gradually implement a robust procurement culture:

• Ease access to procurement: Initially simplify processes to encourage internal team participation.

• Demonstrate quick value: Begin with visible quick wins to build credibility.

• Educate internal teams progressively: Clearly explain the economic impact of successful negotiations.

Demonstrating procurement as a direct source of savings and efficiency is key to establishing a lasting procurement culture.

Listen to the Full Episode for More Insights

Intrigued by this overview? To explore negotiation in greater depth, listen to the full episode with Marie-Laure on the Aux Commandes podcast.