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Your Supplier Scorecard Probably Is Not Doing Anything
Across 740 measured effects, performance-based contracting showed no reliable advantage by itself and was actively harmful in one case in five. Measuring outcomes was what separated the successes.
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View all → Your Supplier Scorecard Probably Is Not Doing Anything
Across 740 measured effects, performance-based contracting showed no reliable advantage by itself and was actively harmful in one case in five. Measuring outcomes was what separated the successes.
The Negotiation Is Decided Before the Concessions Start
Research on first offers shows the opening number predicts the settlement more than the concession sequence does, and that the effective counter is not a counter-offer at all.
Specifier-Driven Categories: Where Price Actually Changes Minds
Where a specifier outranks the buyer, price information moves the choice within a technical class and does nothing across one. Most savings cases are aimed at the wrong side of that line.
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