Results

“Over a two day period you trained over 50 members of our staff – both buyers and salespeople, technical and non-technical. What I expected for this training was someone who could provide our staff with basic negotiation skills. What you delivered was totally tailored to our business with a clear understanding of our challenges.” R. N., Director, global manufacturer.

I deliver proven results. Here are five “Before and After” skills assessment results. (The names of the organizations have been removed to allow for anonymity.)

Case Studies

Public Utilities

I. Talent Development
Issue: Attrition of top talent and a relatively inexperienced contracting team (buy-side) who were asked to negotiate increasingly complex contracts.

Services: Comprehensive training program including: on-line negotiation skills assessment, needs assessment report, several days of in person training, several web based training sessions, on-going one on one coaching and mentoring.

Outcomes: Increasing effectiveness to negotiate terms and conditions, metrics, and scorecards in complex goods and services contracts.

One year after training and coaching

“My client went from being a self-conscious, average negotiator who had not negotiated large deals in her role to promoted to manage a team of 3 in a 9-month time-frame. She and I co-led negotiations for a very complex deal with a Multi-national supplier. The results are impressive: $8.5M in savings to her organization, and it closed in a record 3 ½ months.”

 Manufacturing

II. Leadership Development
Issue: Centralization of the purchasing function to support category management, requiring “buyers” to dramatically enhance their negotiation skills.

Services: Comprehensive training program including: on-line negotiation skills assessment, needs assessment report, several days of in person training, several web based training sessions, on-going one on one coaching and mentoring for the leadership team.

Outcomes: Increasing use of Should Cost Analysis and Total Landed Cost Analysis and other data to drive price negotiations. And, uniform skill enhancement for management to take on a mentorship role with the rest of the purchasing team to meet cost reduction plans for commodity purchases. 

Telecommunications

III. Relationship Development
Issue: Customer’s desire to stabilize a challenging relationship (“at each other’s throats”) with a service provider.

Services: Contract review, relationship assessment using the CaT™ survey, one day of negotiation training program for a 60 person team, one day facilitated negotiation session with leadership to re-set KPI’s for the following year.

Outcomes: Contract renewal complete two and one-half years after describing their relationship as “combative”.  

All Clients can expect the following outcomes.

  • A more efficient contract negotiation process,
  • Increased clarity and understanding of contract terms,
  • Better contract management skills,
  • Enhanced stakeholder communication skills, and
  • Enhanced negotiation skills.

“I need relevant negotiation coaching – someone who understands that I am not selling a car. I am building and maintaining relationships that last for years and years. They are complex and nuanced and typical training just doesn’t fit with what I face each day.” A.E., Account Director, pharma.

In addition, all of my clients have developed better alignment with their customer or supplier on distinct business objectives, and those looking for savings, found that too.

Let’s set up a time to talk about the specific financial, operational and emotional upside to enhancing your team’s negotiation skills.

 

Jeanette Nyden: jn@jnyden.com | 206-723-3472