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Procurement Initiative Leaders Podcast
The Procurement Initiative Leaders Podcast delivers industry-leading insights and trends to propel your organisation’s procurement strategy forward. Hosted by Richard McIntosh and Mike Jansen, Partners at H&Z, and Senior Advisor Martina Buchhauser, this show is the go-to resource for every CPO looking to up their game.
Join Richard, Martina and Mike as they sit down with industry leaders and experts to uncover the latest trends and insights in procurement, from exploring the transformative power of technology, data, digitisation and AI, to unraveling the complexities of leadership, competencies and talent management. Discover strategies for cost reduction and value creation, gain a deeper understanding of the impact of inflation, the economy, and geopolitics, and learn how to build resilient supply chains while effectively managing risks. We also delve into the crucial topics of ESG and the circular economy, exploring their implications for procurement leaders.
Tune in to the Procurement Initiative Leaders Podcast to unlock the knowledge and expertise you need to stay at the cutting-edge of the industry and drive meaningful change within your organisation.
Procurement Initiative Leaders Podcast
Ep. 25 - Why Negotiation Alone No Longer Drives Procurement Value - with Mario Meyer
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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 limits
2. How collaboration creates value that price pressure never can
3. What project procurement fundamentally changes about cost control
4. Why total cost and execution matter more than unit price
5. How Procurement can stay in control when every project is different
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Get in touch with Mario Meyer on LinkedIn: https://www.linkedin.com/in/mario-meyer-304121150/
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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/
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