Procurement departments are under immense pressure to show more leverage in negotiations. Yet, preparation often remains reactive, data is scattered, arguments are difficult to substantiate, and results are rarely documented. As a result, valuable savings potential is left on the table, risks persist, and the procurement department ends up reacting 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 Negotiation Power – Securing Procurement Advantages with Intelligent Negotiation Dossiers," Constantin Blome (Product Management, Tacto) and Melinda Behncke (Business Development, Tacto) demonstrate how companies can professionalize their negotiation processes, reduce risks, and measurably increase savings.

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The 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 are buried in ERP reports, benchmarks are in separate files, and raw material indices are on the web—making consistent preparation a tedious task.
• Reactive negotiations: Arguments are based on anecdotal experience rather than solid figures, and price increases are often simply accepted.
• Lack of tracking: After the meeting, there is no structured documentation of results or lessons learned—leaving potential gains 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 must react faster, be better prepared, and make results measurable.

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The Approach – The Tacto Negotiation Dossier

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Tacto’s new intelligent negotiation dossier bundles all relevant information into a single, data-driven document—guiding procurement teams from preparation through execution to follow-up. The result is less time spent on preparation, clearer arguments during discussions, and clean tracking of savings and lessons learned.

An Overview of the Building Blocks

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• Negotiation overview: Progress, history, and KPIs for all negotiations at a glance – ideal for managing multiple suppliers in parallel.
• Volume and price trends: Trends are automatically visualized and timing windows for contract closures are identified – allowing you to bundle volumes and secure better terms.
• Supplier evaluation: Performance, terms, and delivery reliability become comparable and negotiable – ideal for risk management and strategic sourcing.
• Cost breakdown: Price components and raw material indices become transparent – allowing you to derive reliable target prices and use them as leverage.
• Benchmarks & industry analysis: External reference values provide additional confidence in your arguments and make internal goals plausible.
• Follow-up: Results are documented, responsibilities are clearly assigned, and progress is tracked – ensuring knowledge is retained within the team.
  
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Conclusion

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Preparing negotiations with clear data, benchmarks, and structured tactics not only leads to better prices but also builds a robust, long-term knowledge base for procurement. This webinar shows how companies can use Tacto to transition from reactive price-takers to active shapers – and turn daily margin pressure into real room for maneuver.

The combination of transparency, speed, and measurability is particularly valuable, enabling 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 this webinar how companies can professionalize their preparation, evaluate suppliers transparently, and measurably secure savings using intelligent negotiation dossiers. Volume and price trends, cost breakdowns, and external benchmarks provide the foundation for structured negotiation preparation, developing sound arguments, and systematically documenting results.