Sourcing Lever Analysis for Buyer Negotiation

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By: Sarabjeet Singh --

03 August, 2012

Sourcing Lever Analysis for Buyer Negotiation
WHITEPAPER

One of the survey results showed that the prices charged by the CROs in the recent months particularly to the large pharma have increased. Although based upon the kind of services being outsourced in the clinical research market, it always appears that the buyerï¾Ãƒâ€šÃ‚Æ’??s power is high but the recent survey pointed out the opposite.as the spend on R&D goes to increase it also offered the CROs to increase their market share from 35% to 38% in 2011. This poses a challenge for the buyers when they negotiate with the vendors in such environments. The buyerï¾Ãƒâ€šÃ‚Æ’??s position needs to be strengthened and it could be achieved by achieving leverage in sourcing.




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