Who I Work With

I work with both buy-side and sell-side teams who negotiate complex, strategic customer/supplier relationships such as performance and outcome-based agreements.

My clients all face one problem—insufficient skills to effectively and efficiently negotiate and document complicated customer/supplier relationships. As contractual complexity increases and top talent retires, organizations find themselves with team members who desperately need contract specific training and deal specific coaching.

My clients have this typical profile:

  • Large organizations with a dedicated contracting team or department
  • Greater emphasis on developing strategic customer/supplier relationships
  • Greater attention paid to negotiating contracts
  • Need to enhance negotiation skill set
  • Teams in transition, usually in the form of seasoned colleagues leaving the organization and new talent taking their places

I’ve worked with public utilities, software development companies, global manufacturers and healthcare organizations.

“Your help was extremely valuable to our negotiation process. You coached us on and through a process that we were not familiar with and helped establish credibility with our customer. You gave us confidence that that we could deal with them on even terms. Because you helped us to be prepared, there’s no doubt that we got the best deal for our company.” M.C., CEO, software company

My clients faced these types of situations

To read about three specific projects, and the services I provided, please visit my Negotiation Programs Overview page.

Specific situations included:

  • Attrition of top talent, and a relatively inexperienced contracting team (buy-side) who were asked to negotiate increasingly complex contracts;
  • Centralization of the purchasing function to support category management, requiring “buyers” to dramatically enhance their negotiation skills;
  • Customer’s desire to stabilize a challenging relationship (“at each other’s throats”) with a service provider.
  • Customer re-negotiating a supplier contract to focus on incenting supplier for continuous improvement and innovation;
  • Customer re-negotiating a supplier contract to fix a long-standing operational challenge (“finally”);
  • Customer facing organic growth in a super cost conscious environment re-negotiating long-term service agreement;
  • Three companies’ intentions to launch three-way R&D relationship on the right foot;
  • Business acquisition that merged two companies with different purchasing environments, priorities and goals; and
  • Service provider looking to enhance their account managers’ abilities to address customer concerns, negotiate change orders and re-negotiate contract renewals.

For more specific information on the services I provided, and the tangible results of working with me, visit my Negotiation Programs Overview page.

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

“I really appreciate your efforts to build my team’s skills. We knew there was a skills gap, and having you assess the team and train to the gap has made a big difference.” A.R. CPO, global manufacturer