Jean-Claude is an old hand, he started at the bottom of the ladder at Harcelor and he is now responsible for purchasing services on heavy handling installations, therefore with strategic investments.
He doesn't travel for projects worth less than 5 million euros and he likes it just as much when it exceeds 10, it's still nicer.
Almost 55 years old, he was involved in all of Harcelor's last major projects. Unlike many buyers of the new generation, Jean-Claude has a solid technical background and he therefore knows how to make the difference on this aspect in negotiations with his suppliers. Even if he appreciates the solidity of German machines and the technicality of Italian ones, he likes working with French companies when they have real know-how.
Jean-Claude's strategy is simple: divide to buy better!
Jean-Claude calls on engineering to draft the call for tender, so the technical part is tied up, and he can tackle the financial part, his hobby. The consultation is launched and companies generally have 2 to 3 months to refine their technical-economic offers with implementation plans and descriptive pages.
Once the commercial offers are received, Jean-Claude has a strategy of his own. He sends an Excel spreadsheet (he loves it) breaking down the prices to each bidder. Surprise, the 5.5 million must be divided into Workpackage such as studies, the mechanical part, the electrical part etc.
It's not very nice to do for businesses and above all it's very time-consuming. On the other hand, it is interesting for Jean-Claude to compare the offers and especially after a few versions the decompositions go so far in all directions that no one understands anything anymore, except Jean-Claude who just knows that it is going his way to negotiate prices.
Jean-Claude, caught in his own trap.
During his last consultation, Jean-Claude came across someone stronger than him and he initially didn't really appreciate the joke. Indeed, a company from Maine et Loire, a possible partner on a large ship unloading project, arrived with an asset up its sleeve: its price study tool includes a price breakdown system which made it possible to respond to the tac o tac and counter the proven strategy of price manipulation in Excel. In just a few clicks, the sales representative for this Angevin leader in handling equipment was able to break down their prices as many times as Jean-Claude requested. The JC got very angry but he ultimately appreciated the exchange and ended up signing a contract with this innovative company.
Not holding a grudge either, he even asked for the name of the software so he could benefit his company. So it's not just idiots who can change their minds, buyers can too.
