Results

“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.

Industries I work with 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.”

 Software

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.

Manufacturing

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”. 

Emerging Technologies

On-line Retail

You can expect the following outcomes.

  • A more efficient contract negotiation process,
  • Increased clarity of contract terms, and
  • Enhanced negotiation skills.

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

Specifically, my clients have gotten these tangible outcomes:

  • Increasing effectiveness to negotiate terms and conditions, metrics, and scorecards in complex goods and services contracts.
  • Increasing use of Should Cost Analysis and Total Landed Cost Analysis and other data to drive price negotiations.
  • 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.
  • Contract renewal complete two and one-half years after describing their relationship as “combative”.
  • Contract renewal process that identified half a dozen actionable improvements; continuous improvements launched with changes occurring as ideas surfaced (while negotiating contract extension).
  • Financial incentives for the provider to reach stretch goals as a result of continuous improvements and/or innovation.
  • Increased scope of work by adding one net new service and expanding another service while keeping total cost of ownership net even and guaranteeing savings over the course of the agreement term.
  • Three R&D teams focused on one vision and a common understanding of outcomes, expectations and the financial value of the relationship to all three companies.
  • Leadership development for account managers to enhance their abilities’ to address customer concerns, negotiate change orders and re-negotiate contract renewals.

“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.

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