How to Deliver Guaranteed Cost Savings Through Procurement and Negotiation With Mike Phillips

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Mike Phillips is the founder and Managing Partner of Phillips Consulting, a UK-based consultancy focused on procurement cost reduction, supply chain transformation, and negotiation. Since 1994, Mike has worked with businesses across the globe, embedding senior procurement professionals into client teams to unlock rapid, measurable savings. What sets Mike apart is his performance-based approach. His firm offers a rare guarantee: if savings identified do not exceed fees, clients receive a full refund, a promise no client has ever needed to invoke. This results-first mindset has allowed him to negotiate thousands of contracts and save clients tens of millions of pounds.

In this conversation, we unpack how Mike thinks about credibility, negotiation power, client retention, and why relationship-building still matters deeply, even when the numbers are front and center.

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Proposed Interview Structure:

1. What originally pulled you into procurement and negotiation work, and how did that turn into a consulting business that’s lasted over three decades?

2. What is the core problem you solve for clients today, and why do you believe most organizations dramatically underestimate their procurement potential?

3. Who are your ideal clients now, and who typically needs to be convinced internally before you’re brought in?

4. How do new clients usually find you, and what has been most effective in building credibility before the first conversation? Current Acquisition Channels: Referral, Cold outreach Sub Question: And what’s your view on podcasts as a marketing and authority-building tool for consultants?

5. You often work in high-pressure situations where fees, savings, and risk are very visible. How do you approach selling your services and overcoming skepticism?

6. After delivering results, how do you personally ensure clients keep coming back, and what do you do to turn a successful engagement into a long-term relationship?

7. Where do you personally feel constrained or challenged today in growing Phillips Consulting, if at all?

8. Looking ahead, where do you see the biggest opportunities for your firm, and how is Phillips Consulting evolving to stay relevant over the next few years?

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Know more about Mike Phillips

Website Link: http://www.phillipsconsulting.co.uk/

Connect with Mike Phillips on LinkedIn

LinkedIn link: https://www.linkedin.com/in/michaelwgphillips/

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