Case Study:
Financial Institution's Online Negotiation for Printed Supplies

The case

A global financial institution was to renegotiate its annual supply of printed material at a value of 1.5 million Euros.

The case concerned some 100 commodities.

The approach

Over 25 suppliers were qualified in an on-line process in accordance with the buyer's quality and environmental demands. Detailed specifications were downloadable in electronic form. Qualified suppliers could submit bids on the in an on-line RFQ followed by a dynamic RFQ (with bidding transparency).

The result

The saving was over 25% while reducing the number of suppliers.

The entire process took approx. 5 weeks, considerably less than in a traditional negotiation.

Back to Case Studies