BREAKTHROUGH DEALS. Driving profitability by delivering substantial vendor savings and performance gains
WHAT WE DO B&W specializes in boosting your bottom-line and mission success by negotiating vendor contracts that deliver significant savings, improved performance and increased accountability. In addition we help our clients negotiate excellent solutions to any type of complex deal or dispute. The savings, performance and accountability terms we deliver consistently exceed industry benchmarks while building strong and strategic relationships with your vendors. An independent consulting firm described our negotiation methodology and results as "world class."
OUR APPROACH We challenge your vendors to build a strategic relationship with you, ensuring they see every issue and challenge that arises in your work together as an opportunity for the vendor to propose mutually beneficial solutions that strengthen your commitment to them. If you re not happy with the value your vendor delivers, we will create leverage where none seems to exist so that your vendor brings a sense of urgency to transforming your pain into satisfaction. IN A STRATEGIC RELATIONSHIP, A VENDOR COMMITS TO THE FOLLOWING WHAT IS A STRATEGIC RELATIONSHIP? Problem solving orientation: the vendor invests in learning your business drivers and issues. Value optimization: the vendor delivers robust product functionality, excellent service and world-class price. Purposeful flexibility: the vendor accepts fair and reasonable terms even when they don t fit the vendor s sales model. Risk sharing: the vendor agrees to terms that ensure risk sharing and accountability. Trust: the vendor builds trust by discussing difficult issues and putting elephants on the table.
WHY B&W? Show us your most challenging, difficult or mission critical vendor relationships especially those everyone else has told you can t be improved and let B&W redefine the limits of what is possible. OPPORTUNITIES Savings: Lock in long term attractive pricing via creative and proven negotiating strategies that tend to yield significant savings while strengthening the vendor relationship. Performance Gains: Highly focused, results oriented and easy to manage Service Levels (SLAs) backed by reasonable credits that effectively incent the vendor to deliver excellent performance. Risk Mitigation: Methods and tools for monitoring and addressing vendor SLA performance, financial soundness as well as issues that may cause reputational risk to the client. Vendor Management: Simple, affordable scorecard, improvement plan and business review process that drive performance, savings and relationship gains.
EXPERIENCE We have experience negotiating deals for and with many companies in numerous industries, including the following:
BREAKTHROUGH TESTIMONIALS B&W delivered results we didn t think possible. A key vendor provided a quote to perform a costly repair with limited assurances the full problem would be resolved. The product had a long history of repair issues. B&W showed us how poor vendor performance likely caused the problems and they convinced the vendor to own responsibility. When B&W was done, we payed a fraction of the original repair cost, obtained solid performance guarantees and the quality of the vendor relationship improved significantly. If you are looking to fix cost, performance, risk and relationship issues with your vendor, call B&W. I worked with George and Marcel on a wide range of very high spend and complex hardware and software deals with Fortune 25 IT vendors. The results were amazing. We saved millions, negotiated simple and easy to manage licensing terms and improved vendor performance. In fact, a leading IT benchmarking firm told us that some of the deals were the best they had ever seen. David Magidson, Technology Executive Aryeh Furst CFO Hillel International
MEET US GEORGE WOLLNER As a Managing Director of B&W, George leverages his deep career experience to help his clients build strategic relationships with their vendors. George has led several organizational turnaround scenarios for J.P. Morgan Chase, Fannie Mae, other private sector firms and the Federal Government. From designing, building and/or re-engineering key programs that generate significant bottom-line value, to proactively infusing organizations with a culture of customer satisfaction, continuous improvement and operational risk mitigation, George has successfully solved long-standing and highly complex business problems and have appeared as a featured speaker at large industry conferences. His significant achievements include negotiating settlements with the largest players in the mortgage insurance industry worth more than $150 MM in savings. MARCEL BRYAR Throughout his career Marcel has been regularly recognized and promoted for creative, incisive thinking and called upon to transform major company initiatives in legal and business areas, including Verizon Communication s implementation of the Telecommunications Act of 1996, the re-engineering of Fannie Mae s procurement function, President Obama's Making Home Affordable (MHA) program, Fannie Mae s regulatory consent order and JP Mortgage Chase's implementation of its settlement with the Department of Justice (DOJ). Superior management and collaborative skills enable Marcel to invigorate teams of diverse personalities and drive them to work seamlessly to achieve their objectives. Marcel has been cited for communicating complex concepts clearly and concisely.
CONTACT US Marcel Bryar M 202-746-4450 E mbryar@bwroi.com George Wollner M 301-379-3755 E gwollner@bwroi.com @bryarwollner Bryar & Wollner LLC