サプライヤーと支払条件を交渉してキャッシュフローを改善する

Does your company’s cash flow issue need to be fixed? Or are you looking to reduce debt or grow your business but need more cash?

Then, the best strategy to increase your cash flow is to focus on negotiating payment terms with your suppliers and vendors. 

Extending the due date is like taking out a short-term loan. While you continue to receive revenue, you get to retain the cash. That means you can spend your money in ways that will increase your profit.

Still, what’s the secret? You may have little chance of success in negotiating better payment terms with your vendors if this is your first time doing it.

However, that will not happen if your relationship with the supplier is strong. They will consider the request because they care about you as a customer. Get down and make a strategy before you talk to the provider about extending your payment terms.

In this article, we will learn how to improve the cash flow by negotiating payment terms with suppliers.

How do you Negotiate Payment terms with Suppliers?

Negotiating payment arrangements is essential to any company’s cash flow management strategy. Establishing a payment schedule and method with your customers or clients is integral to the business. 

Maximize your cash flow, strengthen your financial footing, and cultivate stronger customer relationships by mastering the art of payment term negotiation. Here are some tips that will help you to perform a successful negotiation.

Tip 1 – Improve Your Communication Skills 

Building and keeping excellent connections with suppliers is critical when negotiating payment terms or other agreements. Your relationship with a supplier is directly proportionate to their readiness to consider and fulfill your requirements.

How frequently do you communicate with your major suppliers? Attempt to maintain regular contact via email, phone, or in-person encounters. Utilize these conversations to learn more about their company, difficulties, and objectives. Show genuine interest in discovering ways to collaborate and assist one another.

If possible, strive to make these relationships before a pressing need emerges. The more established and pleasant your relationship is, the more power you will have when negotiating better payment terms or other concessions. Suppliers are more likely to work with partners they know and trust.

Make it a priority to develop these supplier connections over time. Respond to their communications quickly, provide timely comments, and search for ways to add value to their experience. The more you put into developing a good, mutually beneficial relationship, the more willing they may be to accept your needs in the future.

Remember that the vendor’s readiness to evaluate your proposal is directly related to the strength of your relationship. Taking the time to strengthen your contacts can pay off when it comes time to negotiate.

Tip 2 – Be Familiar With Their Industry

When discussing payment terms or other arrangements with a supplier, it is critical to approach the conversation in an informed and careful manner. Your ability to effectively communicate the value of your proposal is dependent on your understanding of the supplier’s industry and business model.

Let’s say you work for an IT services company. Knowing the supplier’s primary products and services and their crucial revenue drivers in this scenario might help you negotiate more effectively.

For example, suppose you know the supplier’s primary focus is on hosting and server solutions, the most often used services to generate income. In that case, you may adapt your proposal to emphasize how the new payment terms will benefit their core business. The enhanced cash flow may allow your organization to expand its high-margin hosting and server items orders.

Furthermore, if you know that the supplier provides various peripheral services to attract and maintain consumers, you can show how your proposal corresponds with their overall business goals. You can increase the likelihood of a constructive and collaborative negotiation by demonstrating how the new payment conditions will complement the supplier’s overall strategy.

The key is approaching the debate thoroughly with awareness of the supplier’s industry, operations, and priorities. This understanding will allow you to create a proposal that directly addresses the supplier’s wants and concerns, boosting the likelihood of striking a mutually beneficial deal.

Tip 3 – Create a Win-Win Situation By Crafting Your Proposal

When negotiating payment terms with a supplier, it is critical to approach the discussion to generate a win-win scenario. If the supplier feels they can benefit from the arrangement, they will be more likely to collaborate with you.

Consider what you can give in exchange for better payment conditions. For example, may the better cash flow enable you to expand your sales volume with the supplier, resulting in more orders and revenue for them? Or may it allow you to diversify into higher-margin products, thus increasing your profitability and the supplier’s margins?

Frame your proposal in a way that considers the supplier’s interests, not simply your own. Show how the new payment terms will help your company expand and develop, benefiting the supplier through larger orders, stronger partnerships, or other mutual benefits.

Crafting a proposal that aligns with the supplier’s aims increases your chances of finding a mutually beneficial solution. The provider will be more likely to meet your request if they understand how it benefits their business objectives.

Approaching the negotiation collaboratively and focusing on producing value for both sides will help you secure the necessary payment terms while boosting the entire company relationship.

Tip 4 – Be Prepared With Backups

Preparing for the possibility that your supplier will reject your request for more favorable payment terms is critical. In such cases, it is advisable to have a backup plan in place.

Begin by identifying alternative suppliers willing to provide the payment terms you require. Contact these potential backup options beforehand and try to negotiate better terms for your needs. These alternative agreements can help you deal more effectively with your current supplier.

One approach you could take is to inform your current supplier that another vendor has already agreed to your proposed terms. This may cause them to reconsider their position, as they do not want to lose your business to a competitor.

Having backup options on hand will put you in a better position to secure the payment terms that work best for your company. If your primary supplier refuses to accommodate your request, you can rely on the alternative arrangements you’ve already made.

Preparing for potential setbacks and having a backup plan can help you navigate the negotiation process more effectively and ensure you have viable options if your original proposal is rejected.

Tip 5 – Keep In Mind Truthfulness Is The Key

When negotiating payment terms with a vendor, it is critical to maintain a transparent and honest approach. Even if you seek better terms, you should avoid embellishing or misrepresenting your company’s financial situation.

Instead, engage in open and honest dialogue with the vendor. Explain that your company is currently experiencing financial constraints and needs more flexible payment terms to meet your needs. Vendors who value your partnership will understand this challenge, as they have likely faced similar situations with other clients.

Remember that the vendor’s ultimate goal is a successful vendor relationship with you. If your company shuts down due to overly restrictive payment terms, the vendor will lose a valuable customer. Communicating your needs clearly and candidly increases the likelihood of finding a mutually beneficial solution.

Maintaining transparency throughout the negotiation process can help strengthen the trust and rapport between your company and the vendor. This open communication can foster a collaborative environment where both parties work together to find a solution that benefits everyone.

Tip 6 – Propose Fair Payment Terms

Some large, established companies can put strict payment terms on their vendors, such as net 30 or net 90. While these terms may be standard in some industries, they are not necessarily fair or appropriate for your business relationship.

When proposing payment terms, try to find a compromise that works for both parties. If the current terms are net 30, you could suggest net 45 or 60, respectively. Avoid demanding unreasonable conditions, such as net-never, because the vendor is unlikely to accept them.

To determine fair terms, consider the vendor’s average order size and how it compares to their other clients. Also, investigate the typical payment terms in your industry. The vendor may hesitate to accept if your proposed terms are significantly better than the industry standard.

The goal should be to find payment terms that meet your company’s needs while respecting the vendor’s financial situation and standard practices. Approaching the negotiation with flexibility and a willingness to compromise increases your chances of reaching a mutually beneficial agreement.

Tip 7 – Make Sure You Negotiating With The Correct Individual

Most of the time, the best thing to do is to talk to the person who makes decisions before your salesperson contacts them. If not, the salesperson might not have all the necessary information to address the customer’s concerns adequately.

Before you do anything else, you should find out who sets the payment terms in the organization. One of the most influential people in the company, like the Chief Financial Officer (CFO) or Chief Operating Officer (COO), is usually in this role. Contacting that person directly may work better because they will know more about the company’s finances and better decide if your request is reasonable.

When you talk to the person who makes decisions, be ready to make a strong case for the proposed payment terms. Stress how it would suit everyone and meet the customer’s needs. You can find a better solution for everyone if you directly talk to the right stakeholder.

結論

To conclude, a business’s cash flow is very susceptible to payment conditions. Companies can improve their cash flow by understanding and effectively managing the different payment terms and their effects. Maintaining a healthy and sustainable cash flow is possible for businesses through strategic supplier negotiations, early payment discounts, technological advancements, and exploring alternative payment methods.