23/08/2025
Great lesson there 💯
BUGATTI DREAMS, NISSAN POCKETS: LESSONS FROM AFRICAN BUSINESS NEGOTIATIONS.
In business consulting, you meet all sorts of clients some good, some bad, and some who make you wonder if you should open a comedy show instead of a consultancy firm.
One time in Zambia, I sat down with a business owner who wanted an ERP system. His company was bleeding money, losing about K200,000 worth of stock every year because of poor systems. So, like a good consultant, I did my math and told him:
“Boss, you need to invest K100,000 to fix this problem properly.”
He leaned back, rubbed his chin like a philosopher, and replied:
“Jerry, I only have K10,000.”
Now, in sales, you learn to negotiate. But there is negotiating for value and there is negotiating like you are buying tomatoes at Kamwala Market. Still, I smiled and said:
“Alright. For K10,000, you won’t get the full ERP mansion, but I’ll give you a strong hut. It will cover the basics.”
We shook hands and started implementing.
Halfway through the project, the man started asking funny questions:
● “Where is my dashboard with AI analytics?”
● “Where is the payroll integration?”
● “Where is the e-commerce module?”
I looked at him and said:
“My brother, you paid for a Nissan, but every morning you wake up expecting a Bugatti. Even Nissan itself is now confused it is shaking wondering why you are pressing the Bugatti button.”
The irony? He was losing K200,000 worth of stock every year, but refused to pay K100,000 to stop the losses. That’s like refusing to buy a raincoat during Lusaka’s rainy season, only to cry when your Italian suit gets soaked.
There’s a powerful Bemba proverb that says:
“A man who can bargain for an underwear price can walk without.”
In other words, if you always want everything cheap, one day you will end up with nothing at all.
Business is the same. Cheap can be very expensive. If you want Bugatti comfort, be prepared to pay Bugatti price. Otherwise, accept the Nissan ride and stop asking for heated leather seats.
As entrepreneurs, let’s learn this:
● Value comes at a price.
● Systems are not costs, they are investments.
● If you’re bleeding K200,000, refusing to invest K100,000 is not saving it’s financial su***de.
So next time you want a Bugatti solution, don’t bring a Nissan budget. Pay the price for value, or prepare to “walk without.”
By The Chartered Vendor
