ROI is not just a value, it is a tool for sales and vendor management

ROI is not just a value, it is a tool for sales and vendor management

You know what is usually missing in most of the sales pitches and vendor proposals? It is the one key statement the buyer would love to hear: how it will increase revenue. The proposals may include strategies like automation that help reduce costs, save time, and lower risk. But it does not answer questions like how much, for whom, by when, based on what assumptions, and how will it be measured. This situation is created because of two reasons: many proposals focus more on product features because they are easier to describe, standardize, and defend than outcomes. Another reason is that measuring ROI is not always simple, especially when benefits depend on future adoption, internal execution, or indirect improvements such as better efficiency or customer experience.

Despite these issues,  QKS ROI Benchmark Framework™

This helps companies compare vendors more fairly, justify spending, track performance after purchase, and decide whether to renew, expand, renegotiate, or replace a vendor. In simple terms, ROI makes vendor management more business-focused, not just procurement-focused.

How do you select vendors?

Businesses usually evaluate vendor proposals by looking at more than just price. They compare how well each proposal meets their business needs, solves the problem, and supports their goals. They review factors such as total cost, expected ROI, product fit, service quality, implementation plan, support, security, compliance, vendor reputation, and risk. They also check whether the vendor’s claims are clear, realistic, and backed by evidence such as case studies, timelines, or performance commitments. In simple terms, businesses evaluate vendor proposals by asking which vendor offers the best overall value, not just the lowest cost. Whichever method you use, do you use ROI calculators, such as the one offered by the QKS Group? The calculators help answer the question of whether procurement is generating enough savings, efficiency, risk reduction, or supplier value compared with what the business spends on it. A high procurement ROI indicates that the company is getting strong value from its purchasing activities compared with the money spent. In simple terms, it means procurement is helping the business save costs, improve efficiency, reduce risk, or secure better supplier outcomes in a way that more than justifies the investment. If the value created by procurement is higher than the money spent on it, the company is achieving high procurement ROI, which indicates that the company is getting strong value from its purchasing activities compared with the money spent. In simple terms, it means procurement is helping the business save costs, improve efficiency, reduce risk, or secure better supplier outcomes in a way that more than justifies the investment.