How NOT to use benchmark data in vendor negotiations

Who wouldn't want benchmark data on their vendor's pricing and other contract terms? It provides insight into and leverage over the vendor. But, when negotiating, don't settle for the benchmark. More often than not, benchmark data is only a useful milestone on the path to even greater savings and vendor accountability.
  • IT Strategy

Marcel Bryar is a founder and managing director of B&W LLC, a boutique consulting firm specializing in negotiating vendor contracts, issues and disputes. Marcel negotiates deals that deliver savings and vendor performance improvements that consistently exceed industry benchmarks. His approach involves helping vendors recognize it is in their best interest to step away from their short term transactional sales focus and embrace building a long term strategic partnership with their customers. An independent consulting firm described this sourcing methodology as “world class.”

Marcel has experience negotiating vendor contracts in both the federal and private sectors and has worked in most industries, including software and hardware, management consulting, telecommunications, outsourcing, aircraft leasing, insurance claims, real estate services and travel services.

Marcel has over 20 years of experience as both a lawyer and senior business executive. Before launching B&W, he worked at JP Morgan Chase where he managed the implementation of the largest mortgage portfolio transaction since the 2008 credit crisis.

As an executive at Fannie Mae, he was regularly called upon to transform major company initiatives in legal and business areas. Marcel led a team responsible for managing Fannie Mae’s enormous spend associated with servicing delinquent Fannie Mae mortgage loans. In his first 6 months on the job, he negotiated deals that saved the company more than $100 million. He also led a team of 600 in the implementation of President Obama’s Making Home Affordable program.

Marcel is a graduate of Yale College (summa cum laude and Phi Beta Kappa) and Yale Law School. He is fluent in Spanish, loves to read history and economics and is a passionate soccer fan, particularly for FC Barcelona, the team that represents his family’s heritage.

The opinions expressed in this blog are those of Marcel Bryar and do not necessarily represent those of IDG Communications, Inc., its parent, subsidiary or affiliated companies.