TWS Partners

In complex sourcing, simplifying too early can also mean reducing competition too early. When new technologies, unfamiliar suppliers or different solution concepts are involved, the natural response is often to simplify. But narrowing the field before the options have been properly evaluated can mean missing out on potential opportunities and weakening your negotiating position. It can also increase the risk of unnecessary costs. In the article below, I share some thoughts on why this happens and what can be done differently.

In complex sourcing situations, value is often lost before negotiations even begin. As technologies evolve and supplier landscapes become more diverse, procurement teams can find themselves narrowing options too early — often without fully seeing the impact on competition, flexibility, and long-term outcomes. Join this webinar to learn: • Why value is often lost before negotiations even begin. • How to keep competition alive for longer, instead of narrowing the field too soon. • How to bring more clarity to sourcing decisions when suppliers offer fundamentally different concepts. This session will share practical perspectives on how procurement can unlock hidden value in complex sourcing situations. Register now.

Complex sourcing is rarely just about comparing prices. The bigger challenge is knowing how to keep competition alive and make clear decisions when suppliers offer fundamentally different concepts. Join Dr Miriam Thöne and Patrick Meine on 23 September for a practical look at avoiding early lock-in and driving better outcomes.

Value is often lost before negotiations even begin. In complex sourcing, crossfunctional teams can narrow options too early — reducing competition and making stronger outcomes harder to achieve. Join our webinar on 23 September for practical perspectives on how to avoid early lock-in and bring more clarity to sourcing decisions.

It's still summer, but the next round of negotiations is just around the corner. For many procurement teams, the next major supplier negotiations and sourcing events are fast approaching. The best outcomes are shaped long before you sit down at the negotiation table. The Introduction to Game Theory Open Training by TWS SkillForge helps procurement professionals prepare more strategically, strengthen bargaining power, and achieve better negotiation outcomes through a game-theory-based approach. 📅 Next open training dates: 21-22 October 2026 in Cologne, Germany 28-29 October 2026 in Munich, Germany Both sessions are in English. ➡️ Upgrade your negotiation skills with fresh perspectives: https://lnkd.in/dz8jSNmy

What if the biggest sourcing opportunity is not in the final negotiation, but in how the process is set up from the start? In our upcoming webinar on 5 August at 3pm CEST, Dr Miriam Thöne and Patrick Meine will discuss how procurement can approach complex sourcing decisions when suppliers offer different concepts, trade-offs, and paths to value. Avoid early lock-in and drive better outcomes. Register now: https://lnkd.in/d_J-UnxJ