Contract negotiation tool

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

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

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