Calls
Discovery call
The second conversation, and a different job: confirm what we think is wrong, put the numbers on a footing that survives a CFO, and leave with a data extract rather than goodwill. About 45 minutes.
8 steps · about 45 minutes · Suvarna Agro Foods
A finding they agree with is worth more than a number they have not checked. Get the first before offering the second.
More than half of non-production buying happens outside agreed pricing, so Suvarna pays list price. The 47% figure is Rohan's own estimate on call 2, not a system report. Neither the base nor the rate has been checked against Suvarna's ledger.
The ask sequence is the call. It is built so an early answer changes which question comes next.
5 questions for this call, in ask order. The first is: What is the biggest challenge in procurement right now?
Saying what we have not established is what makes the rest credible. It also scopes the work.
Make and Return have not been researched at all, and no ERP data has been shared, so every figure we hold is modelled rather than measured.
This is the call where a rupee figure is allowed, and only with the base, the rate and the range attached.
₹2.1 Cr a year on Indirect spend not under contract, 6% price leakage against contracted rates. Rohan's 'less than half' gives the 53% uncontracted share; the ₹66 Cr indirect line and the 6% rate are both ours.
Leave with a shape, not an enthusiasm. One build, its effort and whether it has been done before.
Indirect spend bought outside negotiated rates. Low effort, about 8 weeks, and we have built it at Malwa Auto Components.
The person on this call rarely owns all of it. Naming the gap is how the third meeting gets booked.
Chief Financial Officer and VP Supply Chain have not been spoken to, and between them they own most of what is priced.
Every objection on this list has a counter. Raising it first is cheaper than being caught by it.
Incumbent vendors: TCS holds the SAP application management contract. Anything that touches the procurement stack reads to them as encroachment, and they have the relationship and the room to say so first. We are not replacing them. We sit on top of SAP, and everything we do lands as configuration and process inside the estate they already run.
The call is only worth the extract it produces. Ask before the goodbyes, not in the follow-up email.
1 request, and the first is: Could you share twelve months of goods-receipt rejections by supplier, and a spend extract by vendor?
The success condition is the extract. A discovery call that produced agreement and no data has to be run again.