In Automotive deals, suppliers are judged by more than specs.
Every RFQ is more than a checklist. OEMs don’t simply compare cost, capacity, and quality. They weigh trust, reliability, and how clearly your story fits their vision for the future.
And the research
backs it:
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In buyer–supplier negotiations, the way a narrative is framed can directly influence both economic outcomes and long-term relationships. (Kaufmann et al., Journal of Supply Chain Management, 2023)
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Studies show that narratives highlighting a supplier’s reliability significantly improve stakeholder perception, even when technical specs are held constant. (Ried et al., Journal of Supply Chain Management, 2022)
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In the automotive industry, OEMs rank cost highest during supplier selection, but once partnerships are in motion, quality and performance become the deciding factors. (Suraraksa & Shin, Sustainability Journal, 2019)
