Contract negotiation tool
data
Objective
Tool for sales force of medical company to prepare and lead pricing negotiation with customers (hospitals).
Key challenges:
- Complex pricing system, considering multiple factors
- Different negotiation ranges, depending on the user type (sales rep, sales director, etc.)
- Large amount of products (10,000+) , of which usually only a few are to be negotiated - however, agreements may apply to all
2
Technical solution
Stand-alone Excel solution:
- Download of customer data based on user selection
- Intuitive UI allowing to quickly filter and customize product list
- Compact and detailed result and impact assessment summaries available to user
- Automatic workflow including approval from manager (for prices below a predefined threshold) and forwarding of results to back office
- Seamless integration with back office solution, allowing automated creation of contract documents and upload to central IT systems - see case example here
impact
Result
- Sales force can prepare and lead negotiation without involving back office for data aggregation/analysis
- Complexity of pricing system is hidden from user and customer
- Automated workflow (approval, creation of contract documents, upload to ERP) significantly reduces manual effort and prevents errors
- Industry
- Healthcare & Pharma
- Tool type
- Sales tools
- Project duration
- 3 months
- d2i effort
- 20 days
- Data volume
- 10,000 products
3,000 customers
10M+ sales data records (aggregated in data warehouse) - Tools involved
- Excel
Other
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