by Jeanette Nyden | Sep 13, 2021 | best practices, Business Relationships, negotiations
Let’s start off with a valuable reminder: tactics are not a substitute for a real negotiation strategy. In working with thousands of negotiators, I have reached three conclusions about tactics. One, it is imperative to recognize tactics, so as not to be drawn into...
by Jeanette Nyden | Sep 6, 2021 | Business Relationships, contract management
Sorry folks, but it is TRUE. For the sell-side account manager, her/his role in post-award contract management is more fully defined, recognized and valued by the supplier because it is in essence a customer satisfaction function. Buying companies tend to overlook the...
by Jeanette Nyden | Jul 8, 2021 | best practices, Business Relationships, contract management, contract negotiations, customer relationship, risk management
If you have a risk that needs to be addressed in a contract, use these three questions to help you get a handle on it. It could be a new risk profile due to market constraints, a new law, or a new corporate policy. Where in your standard contract are common risks...
by Jeanette Nyden | Jun 29, 2021 | Business Relationships, contract management, contract negotiations, customer relationship, negotiations
The goal of a governance structure To design and institutionalize an effective, collaborative governance structure to deliver strategic insight. (Institutionalize, means have a system in place that works even though key individuals leave the organization, and even if...
by Jeanette Nyden | Jun 21, 2021 | Business Relationships, contract management, contract negotiations, negotiations, stakeholders
Strategic drift Occurs when the customer and supplier do not work to maintain their relationship and/or work to update strategic priorities. This typically happens after a few good months or quarters. Senior management for either organization “checks out”, moves on to...
by Jeanette Nyden | Jun 14, 2021 | Business Relationships, contract management, contract negotiations, negotiations
Performance negotiations Back-and-forth conversations to reach an agreement when the customer and the supplier do not see eye-to-eye on the solution to the performance issue. An organization’s willingness to negotiate is—at some basic level—a confession of mutual...
