Ep. 25 - Why Negotiation Alone No Longer Drives Procurement Value - with Mario Meyer
The biggest procurement myth? That better negotiations automatically create better results.Host Mike Jansen speaks with Mario Meyer, CPO and Head of Global Quality for the Division Plants at Ammann Group, about why classic negotiation tactics often hit a hard ceiling, and where Procurement leaders should focus instead.Mario challenges the idea that value is won at the negotiation table. Drawing on real examples from Ammann’s project-driven environment, he explains how deeper collaboration with suppliers and internal stakeholders unlocks value that price pressure alone never delivers.This way of thinking becomes especially critical in project procurement, where complexity is the norm rather than the exception. With up to half of Ammann’s asphalt and concrete mixing plants customised, Mario shares how his team manages cost, risk and timelines without relying on serial-production logic or simplistic savings metrics.You’ll learn:1. Why negotiation-driven saving approaches quickly hit their structural limits2. How collaboration creates value that price pressure never can3. What project procurement fundamentally changes about cost control4. Why total cost and execution matter more than unit price5. How Procurement can stay in control when every project is different___________Get in touch with Mario Meyer on LinkedIn: https://www.linkedin.com/in/mario-meyer-304121150/___________About the host Mike Jansen:Mike Jansen is Partner at H&Z Management Consulting with over a decade of experience enhancing the value that procurement delivers to organisations. Driven by a passion for tackling challenges, Mike thrives on competition—whether with others or himself. Outside of work, Mike enjoys quality time with his wife and children.Get in touch with Mike Jansen on LinkedIn: https://www.linkedin.com/in/jansen-mike/
