bullpen power point 2017

Pat CaseyPresident2017

WHAT DOES BULLPEN DO?Our goal is to find contracts that can be

renegotiated which will deliver cost savings within a few months. Negotiation objective: “same vendor same service”.

We provide information and market data that allows our clients to make informed decisions that result in cost savings.

WHO CAN BULLPEN HELP?Companies interested in improving:

Cash flowSpend VisibilitySavings VisibilityContract ManagementVendor Management

TARGET MARKET

Companies based in the U.S.

Revenues from $5M - $50B

Sweet Spot: $100M - $5B

TARGET AUDIENCE The success of our projects is directly related to

gaining commitment from Sr. Management

We typically get hired and report to finance

Our deliverable is MONEY

Our day-to-day work is with middle management

Our projects are based on negotiations

SAME VENDOR SAME SERVICE Before: After:

Annual Commitment: $9,000,000Spend: $1,000,000

Month 9 of 36 Month Term

Annual Commitment: $900,000Spend: $900,000

New 36 Month Term

$100,000 annual savings

WHERE DO WE START?

WHAT DO WE LEARN?

DECISIONS

Agree on the categories to evaluate

Collect contracts and spend data

Engage external resource when needed

Renegotiate

Validate new pricing

QUESTIONS

Contracts:Do you know where your contacts are?Do you have contracts?Do you know when they will renew?Do they renew automatically? Is the person who negotiated the last

contract still with the company?

CONTRACT SUMMARY

MORE QUESTIONS…

• How much money is on the table?• Can terms & conditions be

improved?• Re-negotiate internally?• Should we hire and expert?• How much time will this take?

CONTRACT IMPROVEMENTS

WHAT IS A PRICING BULL’S EYE?

A “best-in-class” contract

How much of a premium are you willing to pay your vendor?

0% – 5% Best-in-Class5% - 10% 10% - 20%20%+

How many of your contracts are hitting the pricing bull’s eye today?

WHEN TO START?Until you can actually see the savings, we understand that it is difficult to add another project to the “TO DO” list.

What is the cost of not taking action?

Annual Savings

Monthly Savings

Weekly Savings

Daily Savings

Hourly Savings

$ 250,000 $ 20,833 $ 4,808 $ 1,111 $ 139

$ 150,000 $ 12,500 $ 2,885 $ 667 $ 83

$ 100,000 $ 8,333 $ 1,923 $ 444 $ 56

We often hear… “We don’t have time or resources to start any new projects.”

We believe a more accurate statement would be… “we don’t have enough information at this time to determine worthwhile.”

Thank you

Pat Casey Bullpen Associates, LLC pcasey@bullpenllc.com 617-515-6727