Latest / The Buyer's Side with Fexingo: Procurement, Sourcing, and B2B Purchasing Decisions
How Buyers Negotiate Through Shared Risk Models
Most procurement teams treat risk as a line item to be shifted, not a variable to be managed. In this episode of The Buyer's Side, Lucas and Luna explore how leading organizations are moving beyond rigid fixed-price contracts into shared-risk frameworks. We look at the specific mechanics of revenue-sharing agreements in manufacturing, where suppliers absorb demand volatility in exchange for volume guarantees. You will learn how to structure these deals so that both parties align incentives around long-term stability rather than short-term margin protection. This is a practical guide to…
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