Dr. Marvin Müller, Head of Negotiations, on his role as a maker in the team
At the Kloepfel Group, we are the place for doers. THE MAKER’S PLACE stands for pragmatic procurement consulting and results-oriented solutions, developed by doers for doers.
Dr. Marvin Müller, Head of Negotiations at Kloepfel Consulting, optimizes purchasing conditions with his team through tailored negotiation strategies, targeted preparation and execution of negotiations, and the identification of effective levers to boost results. His department also offers customized training programs for buyers, enabling them to take their negotiation skills to the next level.
In this interview, he talks about his “I’ll do it” story, the dynamics at Kloepfel, and why now is the right time to create sustainable win-win situations through strategic negotiations.
The Art of Doing – or the Power of the Maker’s Place
1. What’s your “I’ll do it” story?
As Head of Negotiations at Kloepfel Consulting, my mission is to give companies a decisive competitive edge through professional procurement negotiations. Negotiations are the heart of a successful procurement strategy – they determine cost structures, supply chain stability, and strategic partnerships.
Yet, many companies lack structured preparation for negotiations. This preparation makes the difference between negative, positive, and excellent results. Our approach is highly methodical: from data-driven analysis to identifying negotiation levers, to strategically training negotiation teams for competitive bids and bilateral talks. Through clear processes, proven tactics, and precise preparation, we deliver better conditions, sustainable supplier relationships, and maximum savings.
Especially in times of economic uncertainty and rising raw material prices, thoughtful and effective negotiation leadership is more crucial than ever. Our goal is to help companies optimize their purchasing conditions sustainably – efficiently, confidently, and with maximum success.
2. The economy faces major challenges. Why is now the right time to work with you?
Current challenges include rising costs, volatile markets, and uncertain supply chains. This makes professional, structured negotiation leadership more important than ever. Now is the time to work with us because we don’t just help companies achieve better terms – we also build long-term, stable, and strategic supplier partnerships.
Many companies are currently under cost pressure. They need to achieve short-term savings while building long-term relationships. Our approach, based on transparency and honesty, helps companies achieve both. With our support, companies negotiate more confidently and assertively – hands-on, practical, and with a direct impact on the bottom line.
3. Which global megatrends most influence your field – for example: digitalization, talent shortage, geopolitical crises, sustainability?
Geopolitical Crises & Volatile Markets
Companies face significant cost pressures and seek to pass these on to suppliers without damaging relationships. This balancing act requires precise preparation.
Digitalization & Artificial Intelligence
Digitalization is transforming how negotiations are conducted. Data-driven analysis, automated scenario simulations, and AI-based price forecasting allow for better preparation and smarter decisions. Companies leveraging these tools gain a clear edge.
Talent Shortage in Procurement
Historically, procurement was neglected. During the pandemic, it became more important, but companies still lack expertise in professional negotiation leadership. Through training, coaching, and proven methods, we help build this expertise.
Sustainability & ESG Criteria
Sustainable procurement is no longer a nice-to-have – it’s critical. Suppliers must meet ESG standards, adding new complexity to negotiations. Those who act proactively can mitigate risks and secure strategic advantages.
My Career as a Maker
4. Can you share a project that shows how Kloepfel solves customer challenges?
One client, who had already conducted numerous price negotiations, faced the dilemma of balancing short-term survival with long-term security. They needed quick savings but couldn’t alienate suppliers. We spent months preparing growth scenarios for each supplier, which we presented in exchange for price reductions. This created mutual benefits, strengthened relationships, and delivered immediate savings.
5. What advice would you give to someone starting a career in consulting?
Consulting is not one-size-fits-all. Firms differ greatly in focus, clients, and culture. Start by understanding these differences to find the right fit. At Kloepfel, we have a strong hands-on mentality. We don’t just advise; we implement strategies together with the client. This lets us see the direct impact of our work.
6. What does a typical workday look like for you?
There is no typical day in consulting – and that’s the beauty of it. My only routine is starting early to clear emails and plan the day. After that, it depends on the questions: “Which negotiations are coming up?” “Which clients need support today?” My work includes data analysis, strategy development, scenario simulations, and strategic planning for annual talks or process optimizations.
Client and team interaction is key. We prepare negotiation tactics, share best practices, and review past negotiations. I also train procurement teams to help them become more confident and effective negotiators.
New client meetings are also part of the job – either with prospects wanting to optimize negotiations or existing clients seeking further savings. It’s about building trust, identifying opportunities, and developing long-term partnerships.
No two days are alike – and that’s what makes it so exciting!
The Person Behind the Maker
7. What’s your personal highlight at Kloepfel?
The development toward true expertise. We have incredibly skilled people. When everyone focuses on what they do best and we ensure smooth handovers between areas, efficiency and quality skyrocket.
8. What do you value most about your team?
The combination of professionalism and an open, positive work environment. Everyone is fully committed, brings expertise, and aims to make real impact for clients. At the same time, there’s always room for humor and casual exchange. That creates a supportive, inspiring atmosphere.
Our team stands out because we balance ambitious goals with trust-based collaboration. We tackle complex negotiations but maintain respect and strong relationships.
9. What’s the best advice you’ve ever received?
There isn’t just one. Life constantly offers chances to improve. The key is not to ignore them. I try to learn from every experience, feedback, and even personality traits of those around me.
10. What three things can you never do without?
- Team – My expertise is method-based, but success requires input from clients and colleagues. Only through close collaboration can we deliver significant savings.
- Calendar – Without my calendar app, I’d be lost. My head is full of topics, not dates – my calendar keeps me organized.
- Fun – In consulting, we spend a lot of time working. To be happy long-term, I need to enjoy it. Passion and fun drive peak performance.
More about KLOEPFEL Negotiations here!
Contact:
Kloepfel Group
Damir Berberovic
Tel.: +49 211 941 984 33 | Email: rendite@kloepfel-consulting.com