Partner Selection and Negotiations for Manufacturing Client
The Challenge
The client, a large private equity-backed water products company, owned several different brands that all operated as distinct businesses. The client wanted to integrate Human Resources across their brands to standardize the employee experience and to capture process efficiencies and cost savings. The client had already identified that integrating their HR operating model would require two things: 1) a new enterprise Human Capital Management (HCM) system and 2) outsourcing back-office tasks to a managed service provider.
The Solution
The client needed multiple partners to complete their transformation, but were unfamiliar with the landscape of potential vendors. Reid gathered requirements from each of the brands and prioritized them with the executive team. He then analyzed the vendor landscape, recommended potential partners, and conducted targeted outreach to the shortlisted partners.
The client determined that they wanted to take competitive bids from the short-listed vendors, so Reid developed the Request for Proposal (RFP) and a scoring matrix to evaluate the responses.
Once the client had selected their preferred partners, Reid negotiated the enterprise licenses for the new HCM system, helping the client secure 10% in discounts and driving down their overall technology spend. He also negotiated the new contract with the managed service provider, helping the client secure 20% in discounts from the vendor’s original proposal.
The Bottom Line
By identifying the right technology and outsourcing partners and negotiating more favorable contracts, the client realized over $5M in annual costs savings.