A value without a story is just an empty shell. Many companies claim fairness and partnership, but true character only shows when things get difficult. For us, these values are the foundation of our actions – and they are non-negotiable. One experience proved this impressively.
In our negotiations, we rely on a clear and fair set of rules that we define in advance together with our clients’ management. The goal: transparency and commitment. Every supplier knows exactly under which conditions they can win the award. There are no renegotiations behind closed doors. To make offers objectively comparable, we consider all factors – from transaction costs to risks – in a fair bonus-malus system. This promise is the basis for the trust suppliers place in our process.
In one project for a client, we followed precisely this principle. The rules were defined, the offers came in, and according to our jointly agreed criteria the result was clear: one supplier had submitted the fairest and best offer. Then the unexpected happened: the client wanted to deviate from the jointly agreed rules and arbitrarily award the contract to another supplier.
We were faced with a choice: do we ignore the breach of our promise in order to secure the project? Or do we stand by our word, even if that means ending the collaboration?
Our decision was consistent and unequivocal: we ended the project and our cooperation with the client at that point.
Why? Because our credibility and the trust the market places in us are our greatest assets. A supplier who relies on our word and submits a fair offer must not be deceived. A long-term, respectful relationship with suppliers is just as important to us as our relationship with clients. Short-term revenue must never come at the expense of integrity.
This decision sent a clear signal – externally and internally. It hurt us economically in the short term, but strengthened our identity in the long term. It proves that we take partnership on equal footing seriously, and that with us a handshake counts for more than a signature under a broken promise.
Because for us, values are not negotiable.
