Insights

Are you feeling the pinch from tariffs? Unlock the strategic negotiation playbook to navigate these challenging complexities with creativity and collaboration, empowering CPG companies to tackle obstacles head-on while remaining consumer-focused and competitive.

Is your revenue growth management strategy unlocking hidden value or falling at the first hurdle? Don't risk sub-optimising this critical commercial activity, read our guide to achieving RGM success. Discover how to successfully co-create strategy, align offers, agree rules of engagement, and build negotiation frameworks. The final stage is integrating each of these elements into your commercial functions. The result? Sustainable, long-term growth.

Pharma tendering: a high-stakes game of strategy and skill. A complex dance of competitive bidding while navigating diverse global regulations. Success hinges on early preparation, market savvy and smart pricing. Master the art of risk prediction and positioning in this crucial healthcare arena.

Europe’s retailers are increasingly banding together to form buying alliances in a bid to improve their negotiation position with their suppliers. This trend is likely to persist, and so suppliers should consider their response to the balance of power shifting back to retailers. We assess the threat and consider a best practice negotiation-led approach.

Inflation's grip continues to challenge consumer goods manufacturers. Companies face rising costs and shifting consumer demand, forcing them to balance creating value for retailers while driving sales, particularly among budget-conscious shoppers. Navigating this complex landscape requires effective negotiation strategies across the entire value chain.

As AI enters the negotiation room, it's critical to understand its impact and how to adapt. Will AI lack human touch or bring unprecedented efficiency? The future of deal-making is evolving and so must negotiators.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. Now let’s look at the Buyer—more than just a negotiator, the Buyer holds significant influence in delivering the success of their stores and creating value for their customers.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we look at a person who strategic influences value — the Key Account Manager.

There are many players in the complex system of Direct Store Delivery (DSD), where suppliers and retailers must partner to achieve mutual success. In this article, we’ll look at the pivotal role played by Regional Store Managers who often dictate the success and value created within this complex ecosystem.