Published: April 16, 2024
Making a good deal translates to getting the most out of your suppliers and service providers. But, contrary to how some people feel and work, this isn’t necessarily about getting the cheapest deal.
There’s been a gradual shift in the general power dynamic. It used to belong to the client to negotiate and, to some extent, decide which supplier would work best for them. In recent years, though, the suppliers have taken this power – somewhat dictating to the client what will be provided and for how much. This power play doesn’t work, though. As clients become more aware of saving costs, suppliers tend to respond to lower offers by rendering inferior work. This just leads to more costly repairs and maintenance in the long run.
It’s time for you, as the client, to take the power back. When you learn to make the best deal that works for both of you, you’ll find that sweet spot – a job well done for a reasonable (albeit not necessarily the lowest) price.
When you negotiate a supplier or service provider down as low as they’ll go, the possibility (perhaps probability) is that they’ll offer inferior services or products. They may accept your lower offer because times are tough and they need the income. But, if they’re walking away with hardly any profit, they’re simply not going to do a good, or even adequate, job. This will cost you more in the long run.
The Art of Negotiating the Best Deal
As the client, you make a significant contribution to a great deal. Ask yourself:
What value do I offer a supplier?
While it’s true that a supplier is offering a service or product to you, you might be able to sweeten the deal…to your ultimate advantage. This may mean exchanging a trade with them, giving them an opportunity they can’t readily get somewhere else, or even punting them on a social media platform with a large, legitimate following.
This can change the balance and power dynamic from possibly being in the court of your supplier since they’re supplying something to you that you need (perhaps urgently). Suddenly, you hold the power because you’re helping them. When this happens, they’re more likely to offer you superior service at a negotiated price.
Have I clearly communicated my needs and expectations?
It’s unreasonable to expect a supplier to read your mind and it’s unwise to assume that they will exceed your expectations (especially when they don’t know what those are). Before you contact a potential supplier, do your homework so that you’re familiar with what’s being offered and what’s reasonable to expect. Then, be sure to detail your needs and expectations to your supplier both verbally and in writing. ALWAYS HAVE A SIGNED CONTRACT.
Give them opportunities to ask questions and explain exactly what they will do for you. These clear lines of communication reduce the risk of confusion and misunderstandings along the way.
Be around during the project too and encourage them to speak to you and ask questions, so there are no nasty surprises along the way.
Do I take advantage of different buying strategies?
Get clever about how you buy. It takes time but becoming familiar with your options and the best deal(s) available puts you in the best position to negotiate a realistic, advantageous deal with your supplier.
They will quickly sniff out whether you know your stuff or not. When they ascertain that you’re informed, they’ll probably be more amenable to a discount without skimping on quality.
Do I cave too quickly?
You might need to consider getting a little aggressive as a last resort. You may need to cancel your order or deal entirely, threaten to sue, exclude certain suppliers from future deals, report them to an ombudsman, or use a combination of tactics.
These aren’t pleasant, but they’re sometimes essential to establishing yourself as an informed client who demands quality and superior service.
More Negotiation Tips
The following are general tips for getting the best service and deals from your suppliers and service providers:
- Be loyal to your suppliers, giving good ones your repeat business. Recommend them and let them know you’ve done so.
- Treat everyone with dignity and respect. Don’t repay rude behaviour with rude behaviour. Protect your reputation.
- Pay agreed-upon amounts on time.
Working With Best Deck
We supply stunning, high-quality, beautiful, safe, durable, and maintenance-free products. We work with experienced independent installers around the country, who we’ve trained to do the best job with the best products. For you to get the most out of these suppliers, implement the above suggestions and don’t negotiate them down to an unreasonably low number to save a buck in the short term, but end up with a job that’s proportional to what you paid them.
Our composite products include:
For more information, visit our website or contact us for a brochure and pricelist via email – [email protected].
