Three weeks ago, the CPO of a global pharmaceutical company came to us with a challenge
that keeps many leaders up at night:
"We know we're bleeding money in our contracts, but we have no idea where
or how much."
In just 21 days, our AI agents analyzed the entire contract portfolio, mapped contracts to master relationships, identified major spend categories and suppliers, and uncovered 4% of $600 million
in recoverable revenue.
Not potential savings. Not theoretical optimizations.
Actual, trackable money sitting unclaimed in their existing contracts.
This is not an outlier. It’s the reality we see across global enterprises. And it comes down to two
major sources of leakage.
1. Claims and Entitlements Left on the Table
Every leader knows this story: contracts with carefully negotiated rebates, tiered discounts,
and performance-based credits, yet months later, nobody can tell whether those savings are
materializing.
Take our pharmaceutical client's IT services portfolio. They had negotiated volume-based
rebate structures with their largest technology supplier: 2% rebate at $100 million annual
spend, 3% at $150 million, and higher tiers beyond.
The challenge? There was no visibility into active rebate opportunities in contracts, whether
annual, quarterly, or tied to custom thresholds. Worse, there was no scalable way to compare
those eligible rebates to actual transaction data across systems. Any money left on the table
stayed there.
Our AI agents systematically addressed this complexity.
- They analyzed the entire contract portfolio to isolate major spend agreements where
rebates, volume discounts, or performance credits could be claimed. - Then, they reconciled three years of invoicing data against contractual terms,
comparing actual spend patterns with negotiated thresholds, to quantify the precise
recoverable value available.
The findings were striking: the company was owed $3M in just unclaimed rebates. In certain
years, spend had exceeded even the highest rebate slab, but credits were never applied.
Armed with this intelligence, the company went back to its supplier and recovered a significant
portion, while opening the door to further clawbacks.
2. Hidden Costs of Non-Standard Terms
Leakage doesn’t only come from unclaimed entitlements. More often, it hides in plain sight
within contract clauses. Payment cycles, escalation clauses, and penalty structures are rarely
standardized.
That variability creates operational friction and, more critically, unrealized financial leverage.
You don't know where you are leaking, or if you're being offered a shorthand.
Our pharma client discovered this when AI agents analyzed payment terms across their R&D
supplier base. The findings: 12% of vendors were on 30 days or less, while 42% were at 60 days
or more.
The agents then benchmarked these terms against industry standards and past negotiation
practices with each supplier. The baseline: 60 days.
This imbalance gave procurement newfound negotiating leverage. The options became clear:
- Push shorter-term vendors to align with the norm.
- Or flip the conversation: "If you want 30-day terms, offer us a discount for early
payment."
These negotiation tactics only become viable when you can systematically identify patterns
that, once visible, create room for negotiation and value capture.
Your Next 30 Days
Most procurement teams are still fighting today's war with yesterday's weapons.
The traditional approach to this "leakage" problem would have required 50+ lawyers, 3+
months of manual contract review, limited coverage of their highest-value relationships only,
and results that would likely be outdated by the time they were completed.
What AI agents delivered: Complete contract estate analysis in 3 weeks, systematic
identification of 4% in recoverable value, and an ongoing monitoring system to prevent future
leakage.
If you're managing more than $100 million in annual major spend, you're sitting on recoverable
value that compounds every day you wait.
Here’s what we’re offering: Give us a couple of weeks with your contract portfolio. We'll
surface your specific leakage patterns, quantify your recovery opportunities, and deliver
actionable intelligence your team can implement immediately.
No six-month pilots. No theoretical frameworks.
Just results. In weeks.
This pharmaceutical company’s story shows what’s possible when procurement expertise
meets AI built for enterprise contract complexity.
Ready to plug your revenue leaks?
