TCO Win
Decoding buyers’ unspoken expectations
Buyers never write down all their criteria in a spec.
What really decides stays unspoken: a saving to justify in committee, a revision formula, contractual simplicity, the supplier’s solidity.
I help you make it visible, quantified and defensible.
After 12 years on the buyer’s side at a specialty chemicals group, a subsidiary of a listed US group, and 5,000 suppliers evaluated, I know exactly what decides in a buyer’s mind, and what is never said in a spec. No sales consultant can give you this inside view of the procurement decision process.
6 levers your bid must activate to win
The saving to justify internally
Your buyer has to defend your bid in committee. Without a quantified ROI case, you lose even if you’re the cheapest.
The price-revision formula
The buyer dreads unexpected increases. A formula indexed on public indices (PPI, INSEE, Platts), weighted and argued, is your best protection.
Contractual simplicity
Readable T&Cs, measurable SLAs, standard payment terms, clean invoicing. Invisible in the spec, decisive in the end.
Reducing supplier risk
The buyer must justify the supplier’s solidity to leadership and auditors. Company registration, financials, certifications, continuity plan, CSR.
Loyalty over time
The buyer dreads re-tendering every 18 months. Progressive tiers, gain-sharing and an annual review clause give them a reason to stay.
Pitch coaching
In the pitch, the buyer has an objection in mind they won’t voice. Anticipating those objections proves you understand the procurement job.
I’m the buyer moving to the other side of the table. What decides is never said in a spec.
Let’s talk about your context.
First conversation free, reply within 48h. No commitment.