Process

Seven Steps.
One Outcome:
Realized Value.

Our process starts with perspective: seeing clearly what others overlook. Then it moves—fast. Each of our seven steps is structured to eliminate guesswork, elevate supplier competition, and deliver measurable value that hits the P&L.

This isn’t process for process’ sake. It’s disciplined execution, designed to challenge legacy assumptions, remove emotion from decision-making, and hardwire strategic sourcing into your business.

Step 1 – Supplier Research graphic – procurement consulting process

Supplier Research

We begin by conducting deep industry and market research to build a robust, qualified supplier database tailored to your category and goals. This goes well beyond your current supplier base. During this pre-qualification stage, we assess capabilities, cost structures, industry-specific challenges, and production capacity. The result is an expanded supplier landscape that reveals overlooked opportunities, sets true industry benchmarks, and creates competitive leverage that traditional approaches miss.

Why it matters

Many supply chains default to familiar suppliers or settle for suboptimal terms. Creating competition among current and new partners introduces cost pressure, while driving innovation and better performance.

Result

A more competitive, diversified supplier set—ideally with a 3:1 ratio of new-to-incumbents—that leads to better pricing and terms, reduces risk, and creates meaningful leverage for the future.

RFP Development

With the supplier landscape mapped, the next step is building the right framework for engagement. We collaborate with cross-functional teams to develop a tailored Request for Proposal package—including a qualitative Request for Information and quantitative Request for Quotation—that captures technical requirements and strategic priorities. This requires suppliers to respond clearly and competitively, enabling transparent cost modeling down to materials, labor, and overhead. The stage is then set to select the most compelling and competitive suppliers to move forward in the process.

Why it matters

A well-structured RFP elevates supplier accountability and creates the foundation for better commercial outcomes. When cost inputs are transparent and expectations are explicit, the negotiation stage becomes more productive—and the eventual contracts become more enforceable.

Result

Strong supplier engagement, higher-quality proposals, greater transparency, and a clear edge moving forward in the process.
Step 2 – Supplier Conference graphic – logistics consulting & supplier engagement
Step 3 – RFP Analysis graphic – strategic sourcing cost comparison

Supplier Conference

We position your company as a customer worth competing for. Through structured executive briefings and trade show-style presentations—delivered either in-person or virtually, depending on timing, budget, and client objectives—we introduce your business, clarify expectations, and outline the opportunity ahead. These conferences elevate supplier interest, foster alignment, and enhance the quality of proposals, ultimately improving your leverage through the remainder of the process.

Why it matters

When suppliers see the competition firsthand and understand your transformation goals, they gain a clearer picture of what it takes to win your business. They engage more seriously, compete more aggressively, and arrive ready to negotiate.

Result

Stronger supplier engagement, higher-quality proposals, greater transparency, and a clear edge in negotiations.

RFP Analysis

We evaluate supplier responses using structured scoring frameworks and savings analyses to create a clear view of market opportunity and savings potential. By normalizing inputs across materials, overhead, and commercial terms, we enable apples-to-apples comparisons and expose meaningful differences between suppliers. This analysis removes emotion from the process, highlights potential suppliers and, and surfaces untapped value others miss.

Why it matters

Without structured analysis, critical differences between suppliers get buried. Smart decisions require clean comparisons and clear tradeoffs.

Result

A clear market view, a prioritized supplier shortlist, and a confident foundation for further analysis.

Step 4 – Supplier Site Visit graphic – end‑to‑end supply‑chain transformation
Step 5 – Negotiations graphic – procurement consulting best‑and‑final offers

Supplier Site Visits

With a shortlist of high-performing suppliers in hand, we move from analysis to validation. We lead structured, in-person site visits to assess operational readiness, equipment, systems, and cultural fit. These on-the-ground evaluations provide a direct look at capabilities, highlight potential risks or gaps, and can even reveal opportunities that don’t appear in RFPs.

Why it matters

A supplier might look great on paper, but only a visit can reveal what they can actually deliver. Site validation reduces risk and sharpens your decision-making.

Result

A deeper understanding of prospects and confidence in the supplier shortlist—all grounded in direct observations and onsite interactions.

Negotiations

We lead structured, data-backed negotiations that turn supplier insights into best-and-final offers. Our approach optimizes both price and non-price terms—including service levels, timelines, and warranty accountability—while maintaining goodwill. By anchoring discussions in fact, not fiction, we protect relationships, align incentives, and secure outcomes you can measure and manage.

Why it matters

Great deals balance cost, capability, and continuity. Smart negotiations protect relationships while aligning incentives around value.

Result

Final offers that maximize value, mitigate risk, and strengthen supplier partnerships—without compromising future collaboration.

Step 6 – Supplier Selection graphic – strategic sourcing consulting decision
Step 7 – Realization graphic – logistics consulting value delivery

Supplier Selection

We structure supplier comparisons and business case development to finalize award decisions, build your category strategy, and recommend transitions. Scenario analysis helps model outcomes and risk, leading to an approved supplier list, enforceable contracts, and a solid foundation for implementation. When appropriate, we manage a “last look” process, which gives strategic incumbents a final opportunity to respond to competitive offers and strengthen their proposals. This approach preserves goodwill while ensuring the best commercial and operational outcome. Beyond award decisions, our process sets the stage for continuous innovation, stronger partnerships, and more resilient operations.

Why it matters

Choosing a supplier is a strategic commitment. The right selection balances near-term savings with long-term strength based on greater transparency and incentives to innovate.

Result

An approved supplier list and transition foundation designed to lower cost, reduce risk, and strengthen supply continuity—all while encouraging innovation and preserving critical relationships.

Realization

After the team makes its selections, the realization process begins. Claudia stays engaged through execution, helping you create a cross-functional team of your own experts—and working alongside them to ensure realization. Our senior team supports implementation with the same discipline we apply to our 7-step process, staying hands-on until you see the savings realized.

We share our experiences and educate your team to establish the processes you need to sustain results long after we’re gone. Along the way, real-time dashboards and P&L tracking give your stakeholders visibility into progress, performance, and outcomes.

They know they will deliver the result. The process delivers every time, if you follow it.

– Head of Global Supply Chain and Procurement
for a $20B global manufacturer

Training & Capability Building

Develop in-house expertise

Enhanced sourcing capability is an important benefit your business stands to gain by partnering with Claudia. Through classroom training, live coaching, structured workshops, and the right tools, we train your team to lead future sourcing efforts with confidence, perspective, and tact. Every training engagement is tailored to your team’s skill level, capacity, and pace, so growing your capability never gets in the way of execution.

What your team gains:

  • Hands-on training, delivered alongside real work
  • Classroom-style workshops on the 7-step process, presentation skills, supplier assessment, and strategic negotiations
  • Templates and best practices to use throughout the project and beyond
  • Business intelligence coaching to interpret data, manage KPIs, and drive decisions
  • A structured, repeatable sourcing approach that endures long after the project ends

Flexible Engagement Models

No two organizations run the same way—which is why we tailor our engagement to match your team’s bandwidth, urgency, and internal capabilities. Whether you need full execution support or targeted collaboration, our two core models ensure we meet you where you are and move you forward efficiently.

Lean Model

Designed for organizations with strong internal teams and longer timelines. We guide the process while your team leads much of the execution—allowing for deep knowledge transfer and lower total investment. This model emphasizes internal ownership with our strategic oversight throughout.

Expanded Model

Ideal for organizations with aggressive timelines, limited internal bandwidth, or high-priority initiatives. With key people from your team alongside us, Claudia drives the sourcing process from strategy through implementation, accelerating the impact. Extensive collaboration and training throughout provides the necessary knowledge transfer to ensure long-term success.
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