2. WHAT DOES BULLPEN DO?
Our goal is to find contracts that can be
renegotiated which will deliver cost
savings within a few months.
Negotiation objective:
“same vendor same service”.
We provide information and market data
that allows our clients to make informed
decisions that result in cost savings.
3. WHO CAN BULLPEN HELP?
Companies interested in improving:
Cash flow
Spend Visibility
Savings Visibility
Contract Management
Vendor Management
5. TARGET AUDIENCE
The success of our projects is directly related to
gaining commitment from Sr. Management
We typically get hired and report to finance
Our deliverable is MONEY
Our day-to-day work is with middle management
Our projects are based on negotiations
6. SAME VENDOR SAME SERVICE
Before: After:
Annual
Commitment: $9,000,000
Spend: $1,000,000
Month 9 of 36 Month Term
Annual
Commitment: $900,000
Spend: $900,000
New 36 Month Term
$100,000 annual savings
9. DECISIONS
Agree on the categories to evaluate
Collect contracts and spend data
Engage external resource when needed
Renegotiate
Validate new pricing
10. QUESTIONS
Contracts:
Do you know where your contacts are?
Do you have contracts?
Do you know when they will renew?
Do they renew automatically?
Is the person who negotiated the last
contract still with the company?
12. MORE QUESTIONS…
• How much money is on the table?
• Can terms & conditions be
improved?
• Re-negotiate internally?
• Should we hire and expert?
• How much time will this take?
14. WHAT IS A PRICING BULL’S EYE?
A “best-in-class” contract
How much of a premium are you willing to
pay your vendor?
0% – 5% Best-in-Class
5% - 10%
10% - 20%
20%+
15. How many of your contracts are hitting the
pricing bull’s eye today?
16. WHEN TO START?
Until you can actually see the savings,
we understand that it is difficult to
add another project to the “TO DO”
list.
17. What is the cost of not taking action?
Annual
Savings
Monthly
Savings
Weekly
Savings
Daily
Savings
Hourly
Savings
$ 250,000 $ 20,833 $ 4,808 $ 1,111 $ 139
$ 150,000 $ 12,500 $ 2,885 $ 667 $ 83
$ 100,000 $ 8,333 $ 1,923 $ 444 $ 56
We often hear… “We don’t have time or resources to start any new
projects.”
We believe a more accurate statement would be… “we don’t have
enough information at this time to determine worthwhile.”
18. Thank you
Pat Casey
Bullpen Associates, LLC
pcasey@bullpenllc.com
617-515-6727
