JB: ‘It was extremely valuable. On a scale of 1-10 it would certainly be a 9-10. The fact that we can talk about real data, a large data set. Collected by a reputable source and show that data to our client. It allowed us to have a negotiation based on solid data as opposed to you say he says, kind of stuff.’
TS: ‘Your large global FMCG client: had they heard of the Scope Solution?’
JB: ‘ They had. Although, as in any negotiation they played coy with us a little bit and they had a view, they were aware of its credibility and that it was a good basis for discussion.’
TS: ‘Who on your team was involved? … and you mentioned asset based pricing – how did the Scope tool help you in that negotiation?’
JB: We had a team on our side. Product and project managers and our commercial team. They worked with you, and your consultants at Scope to match it up and do the necessary analysis of where, we were under and over in hours, rates and roles. It was very collaborative. Ultimately it was digested and presented to the global account lead and they then presented it to the client.’
TS: ‘If you were to talk about the negotiation – specifically – how did that go?”
JB: ‘The work done with Scope helped to accelerate the conversation and everyone to work off a set of data that everyone trusted. And to make the points that we needed to make, that we were delivering the value for the price’. ‘What we claimed was true and it helped to bring that phase of the negotiation to a resolution very quickly which allowed us to move into a, ‘So what do we do about that?’, going forward. It established a very good baseline for discussions on the future rates, what they look like.