Shop Talk | Episode 20 of 10
Vendor twin
The first two minutes play for everyone. The full episode is available on request with a work email.
What this episode covers
Every vendor Brian negotiated with knew more about his company than he knew about theirs. The twin is the symmetry fix, and it holds the knowledge when people leave.
Live: the twin, the model underneath, and the questions that become answerable instantly.
Chapters
- 0:00Welcome: the vendor knows you better
- 2:40How the twin is assembled
- 5:11Live: reading a vendor's posture
- 8:03Live: the renewal ninety days out
- 10:08Live: rehearsing your ask list
- 12:14Brainstorm: five ways teams use the twin
- 14:53Real life: the ask that leaked
- 16:41Start tonight: twin your biggest vendor
See it on your own contracts
VendorBenchmark has Enterprise pricing only, scoped to your team and your contract estate. Speak to sales and we walk you through it on your own contracts.