Procurement professionals are being urged to rethink how they negotiate, moving beyond price cuts to long term value creation, following insights shared on Mwelekeo TV.
In a recent interview, host Lillian sat down with procurement and supply chain expert Kevin Waswa, who unpacked modern strategies shaping the future of procurement.
Procurement is shifting from price to value
Speaking during the interview, Waswa explained that negotiation in procurement is no longer a simple exercise of pushing for the lowest price.
Instead, it is a structured and strategic process that ensures organisations achieve quality, manage risks and secure sustainable partnerships.
He noted that focusing only on unit cost can lead to hidden expenses in the long run. Procurement professionals are now encouraged to consider total cost of ownership, including service delivery, durability, supplier reliability and long term operational impact.
Waswa emphasised that successful organisations are those that move from transactional buying to building strategic supplier relationships.
This approach not only improves efficiency but also strengthens supply chains against disruptions.
Preparation and strategy define successful negotiations
A key highlight from the discussion was the importance of preparation. Waswa pointed out that effective negotiation begins long before any meeting takes place.
Drafting clear Local Purchase Orders and defining expectations early helps create a strong foundation.
He introduced the PATCH framework as a guide for procurement professionals. This includes preparation and planning, identifying alternatives through BATNA, understanding trade offs, analysing counterparts and applying the right negotiation techniques.
Understanding BATNA, or the best alternative to a negotiated agreement, was described as critical.
By researching the market and identifying alternative suppliers, procurement officers are able to negotiate confidently and know when to walk away.
Waswa also encouraged the use of open ended questions during negotiations. Rather than issuing rigid demands, asking questions around future volumes or long term contracts can encourage suppliers to offer better terms willingly.
Handling pressure and maintaining professionalism
The interview also addressed real world challenges such as dealing with monopolistic suppliers.
In such cases, Waswa advised professionals to rely on emotional intelligence and propose mutually beneficial long term partnerships instead of forcing price reductions.
He stressed that maintaining professionalism is essential, especially in tense negotiations.
Knowing when to stay silent, when to decline offers and when to step back temporarily can help preserve relationships while protecting organisational interests.
Ethics and digital systems shaping the future
Waswa underscored the importance of compliance with procurement laws, citing Article 227 as a key framework guiding transparency and accountability in Kenya’s public procurement system.
He further highlighted the growing role of e procurement systems, noting that digital platforms are helping to reduce fraud and improve transparency by ensuring all transactions are recorded and traceable.
For young professionals entering the field, he advised building strong research skills and embracing digital tools.
He added that understanding legal frameworks provides confidence when dealing with experienced or dominant suppliers.
Mwelekeo TV continues to spotlight industry insights
The discussion reflects Mwelekeo TV’s growing role as a platform for professional conversations that inform, educate and shape industries.
By hosting experts like Kevin Waswa, the platform is positioning itself as a key source of knowledge on business, governance and emerging trends.