Latest / The Buyer's Side with Fexingo: Procurement, Sourcing, and B2B Purchasing Decisions
How Buyers Negotiate Through Shared Risk Models
In this episode, we explore how procurement leaders are moving beyond simple price negotiation to structural risk sharing. We look at a specific case involving a mid-sized manufacturer and its key component supplier, where they implemented a dynamic pricing model tied to raw material indices rather than fixed contracts. Lucas breaks down the mechanics of index-linked pricing and why it protects both parties during volatility. Luna challenges the implementation complexity, asking about data transparency and trust between competitors. They discuss the real-world friction of aligning internal…
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