Quick Reference: TCO Objection Cards
Respond to common objections against TCO analysis in procurement decisions.
Objection The cheapest supplier saves money. Why complicate it? A stakeholder wants to award on first-year price. Your line It may save money. TCO is the check that proves it. Let's add the known implementation, support, usage, and exit costs so we can defend the savings. Do not say the low supplier is wrong. Say the savings claim needs proof. This preserves openness to the low bid while requiring comparable economics. We can negotiate those extras after award. Known exclusions are being postponed. After award, the supplier has more leverage and we have fewer alternatives. If the extra is predictable,…
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