Procurement departments are under massive pressure to show more clout in negotiations. Yet preparation often remains reactive, data is scattered, arguments are hard to substantiate, and results are rarely documented. As a result, valuable savings potentials go untapped, risks persist, and the procurement department reacts to external impulses rather than setting the direction itself. This is exactly where the new Tacto negotiation dossier comes in.

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In the webinar "From Gut Feeling to Negotiating Power – Securing Procurement Advantages with Intelligent Negotiation Dossiers," Constantin Blome (Product Management, Tacto) and Melinda Behncke (Business Development, Tacto) show how companies can professionalize their negotiation processes, reduce risks, and measurably increase savings.

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Starting Point – Negotiations Without a Data Foundation Are Risky

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Many procurement teams face the same challenges:

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• Fragmented data sources: Price and volume data resides in ERP reports, benchmarks in separate files, commodity indices on the web – consistent preparation is laborious.
• Reactive negotiations: Arguments rely on experiential knowledge rather than reliable figures; price increases are often simply accepted.
• Lack of tracking: After the meeting, structured documentation of results and lessons learned is missing – potentials go untapped.
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This leads to missed opportunities, unnecessary cost increases, and growing dependencies on individual suppliers. To succeed in this environment, you need to react faster, be better prepared, and make results measurable.

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The Approach – The Tacto Negotiation Dossier

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The new intelligent negotiation dossier from Tacto bundles all relevant information into a single, data-based document – guiding procurement teams from preparation through execution to follow-up. The result: less time spent on preparation, clearer arguments in conversations, and clean tracking of savings and lessons learned.

The building blocks at a glance

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• Negotiation overview: Progress, history, and KPIs of all negotiations at a glance – ideal for managing multiple suppliers in parallel.
• Volume and price trends: Trends become automatically visible, timing windows for contract closings are identified – enabling volume bundling and better conditions.
• Supplier evaluation: Performance, conditions, and delivery reliability become comparable and negotiable – ideal for risk management and strategic awards.
• Cost breakdown: Price components and commodity indices become transparent – target prices can be reliably derived and used as arguments.
• Benchmarks & industry analyses: External reference values provide additional confidence in argumentation and make internal targets plausible.
• Follow-up: Results are documented, responsibilities clearly assigned, and progress tracked – ensuring knowledge is retained within the team.
  
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Conclusion

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Those who prepare their negotiations with clear data, benchmarks, and structured tactics achieve not only better prices but also build a reliable knowledge base for procurement over the long term. The webinar shows how companies can make the leap from reactive price taker to active shaper with Tacto – turning daily margin pressure into real room for action.

Particularly valuable is the combination of transparency, speed, and measurability, which enables teams to conduct more negotiations in less time – and clearly demonstrate the results to management and executive leadership.

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Constantin Blome (Product Management, Tacto) and Melinda Behncke (Business Development, Tacto) show in the webinar how companies can professionalize their preparation with intelligent negotiation dossiers, transparently evaluate suppliers, and measurably secure savings. Volume and price trends, cost breakdowns, and external benchmarks provide the foundation to prepare negotiations in a structured way, develop well-founded arguments, and systematically document results.