Why Most Companies Are Losing Value at the Table
Negotiation isn’t just about closing. It’s about control.
And most companies are giving it away. Billions in potential EBITDA remain untapped because businesses underestimate their ability to negotiate powerfully with suppliers and clients. It’s not a lack of opportunity — it’s a mindset problem. Human nature tends to overestimate risks and surrender power in commercial conversations. As a result, businesses compromise, cave, or avoid negotiation entirely — often until it’s too late.
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What Companies Tend to Do
Most businesses stick to the status quo:
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Light back-and-forth, minimal coordination
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Early compromises or price capitulation
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Conservative sell-side strategies that hurt margin
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Delayed negotiation (only once revenue is already under pressure)
By the time negotiation starts, the business is already bleeding. This pattern leaves value on the table and gives away leverage that could’ve been used to drive growth.
What the Best Companies Do Differently
Top-performing companies don’t wing it. They embed negotiation into the culture. They:
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Re-negotiate supplier and client agreements regularly
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Map out "power balance" and "what-if" scenarios
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Think long-term, not just “get the deal done”
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Proactively manage commercial risk and opportunity
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Use negotiation as a strategic tool, not a reactive measure
These organisations treat negotiation as a commercial lever — not a firefight. That’s what we build with our clients.
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How High-Performing Companies Negotiate
The best organisations don’t let commercial agreements roll over — they take control of the negotiation cycle to unlock profitability, reduce risk, and create long-term value. Here's how:
How High-Performing Companies Negotiate
A proactive, margin-focused approach that drives financial performance by optimising terms and cutting waste.
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Renegotiate payment terms to improve cash flow
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Reduce logistics and service costs without compromising quality
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Challenge outdated pricing structures across recurring contracts
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Leverage volume, timing, and delivery for cost advantage
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Protect EBITDA by securing stronger, cleaner commercial terms
This isn’t about cutting corners — it’s about negotiating smarter and keeping control.
Collaborative Strategy
A relationship-led model focused on joint value creation and sustainable growth.
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Align interests with key suppliers or clients to unlock mutual upside
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Co-develop commercial terms that drive performance for both parties
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Strengthen strategic partnerships while maintaining leverage
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Explore joint initiatives that maximise shared ROI
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Secure long-term value through trust, not compromise
Value creation, not just value protection.
Our Track Record & Who We Work With
We manage a $6.5 billion negotiation portfolio across industries and deliver real, measurable outcomes.
Key Insights:
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Advising on $6.5B+ in active negotiations
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Delivered $50M+ in extra value last year
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Trusted by leaders in finance, pharma, energy, FMCG, and government
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Experts in $1M–$20M deals where margin is most at risk
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Unlocked up to 25% gains using ZOPA-based strategies
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Middle-Market Growth & Private Equity
While we support global corporations, our core focus is helping middle-market businesses (up to $950M in revenue) where negotiation planning is often reactive, rushed, or instinctive.
We partner particularly well with:
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PE-backed companies focused on EBITDA improvement
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Growth-stage businesses under commercial pressure
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Leaders seeking to capitalise on re-negotiation opportunities without internal bottlenecks
Meet Your Chief Negotiator — Alex Adamo
Alex Adamo is a globally recognised negotiation strategist and behavioural anthropologist. As Chief Negotiator at The Commercialiser, he leads complex, high-stakes deals for CEOs, PE firms, and commercial leaders — with a track record spanning $5M to $5B negotiations across industries. His approach blends emotional intelligence, power dynamics, and commercial precision to unlock margin, protect value, and drive EBITDA at scale.
Alex Adamo
Founder & Chief Negotiator, The Commercialiser