Commercial Analysis
Our services include contract and pricing analyses, evaluations of commodity pricing and indexing contracts, and assessment of pricing adequacy and customer profitability. We conduct a comprehensive evaluation of customer relationships, profitability drivers, and customer claims to achieve fair resolutions for both OEM and supplier.
A Structured Approach to
Commercial Claims
RPM Partners' Commercial Analysis practice is a focused offering that assesses, validates, and supports commercial claims in automotive OEM–supplier relationships. This service applies in settings wherever commercial disputes, pricing misalignments, or changing economic conditions require structured, fact-based evaluation.
What We Define as Commercial Claims
Commercial claims are economic propositions that seek pricing relief, recovery, or other forms of commercial support, grounded in:
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Contractual foundations: supply agreements, pricing provisions, and commercial terms
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Economic realities: changes in cost structure, volumes, mix, operational disruptions, and macroeconomic factors
We evaluate claims not only for contractual validity and supporting documentation, but also for fairness, consistency of application, and alignment with industry standards, particularly when multiple customers are involved.
Both Sides of the Table
OEM Lens
Claim Evaluation, Need Assessment, & Parity Analysis
RPM supports OEMs in developing a fact-based, negotiation-ready view of both the claim and the supplier's underlying need.
Genesis and narrative validation — separating contractual entitlement from economic and operational factors
Evidence-based quantification with defensible outcome ranges
Financial condition and liquidity-need analysis (distressed situations)
Equity and parity assessment across the supplier's customer base
Negotiation support with analysis-backed positioning
Supplier Lens
Claim Development, Story of Need, & Defensible Support
RPM supports suppliers in constructing and presenting claims that are logical, credible, and grounded in both economics and organizational need.
Financial condition and liquidity-need assessment to define the claim program’s objective
Developing the “story of need,” tied to stabilization, liquidity, or economic logic
Building defensible support: contract terms, cost data, economic drivers, and quantitative models
Customer-facing claim packages, consistent across multiple counterparties
Negotiation playbooks and leadership support
When We’re Engaged
Distressed & Special Situations
Non-Distressed Situations
The Questions We Answer
Every Commercial Analysis engagement is built around a core set of questions that provide the clarity needed to achieve defensible, durable outcomes.
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What is the claim, precisely, in terms of components, timeframe, and mechanism?
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What is the genesis of the claim: contractual, economic, or operational?
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Is the claim valid and defensible?
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What is the supplier’s financial condition and liquidity needs, if applicable?
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What is an economically appropriate resolution?
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How should the claim be structured, presented, and negotiated?
A Repeatable Workflow
Our six-step process moves from kickoff and scoping through analysis and quantification to negotiation support — calibrated to the urgency and context of each engagement.
1
Kickoff & Scope Definition
Establish the claim universe, objectives, and engagement framework aligned with the OEM or supplier context.
2
Data Collection & Fact Base
Assemble supporting documentation: contracts, cost data, historical performance, and operational records.
3
Analysis, Validation, & Quantification
Test the claim using data. Assess assumptions, gaps, and sensitivities. Develop a defensible range of outcomes.
4
Liquidity/Objective Linkage
Connect the claim to financial condition and the organization’s objective — whether liquidity bridge, stabilization, or contractual alignment.
5
Equity & Parity Assessment
Evaluate the fairness and consistency of claims across customers where multiple counterparties are involved.
6
Recommendations & Negotiation Support
Deliver negotiation-ready materials and defensible analytical positions. Support live negotiations through resolution.
The Deliverables You Receive
OEM Lens
Liquidity and need assessment
Quantitative support models and scenario analyses
Equity and parity analyses
Negotiation support materials and positioning
Supplier Lens
“Story of need” narrative and supporting exhibits
Customer-facing claim packages
Negotiation playbooks and materials
What Sets Us Apart
Experience: Deep Automotive Knowledge
Decades of experience across the global automotive ecosystem, with a strong understanding of OEM–supplier commercial and operational dynamics.
Perspective: Dual-Sided View
Experience advising both OEMs and suppliers enhances credibility, practicality, and effectiveness at the negotiating table.
Integration: Commercial, Financial, & Operational Insight
We connect claims to liquidity, financial condition, and operational realities — producing analysis that is both strategic and actionable.
Credibility: Trusted Industry Brand
Long-standing relationships across OEMs, suppliers, and advisors. Recognized as a trusted name within the automotive industry.
Flexibility: Distressed & Non-Distressed Capability
Proven across high-stakes distress environments and normal-course commercial situations. We calibrate our approach to each engagement.
Execution: Negotiation-Ready Deliverables
Every deliverable supports decision-making and live negotiations with defensible, data-driven insights designed for real-world application.
Ready to Talk?
Whether you are navigating a complex supplier claim or a commercial dispute, RPM Partners brings the experience and knowledge to help you reach a defensible resolution. Contact us today to find out how we can support you.
