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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 four “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.

 

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 the 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”.  

Cloud Services

IV. Talent Development

Issue: Supplier offered innovative cloud service that freaked out customers’ contracting teams. So, the customer sent over 75 pages, irrelevant contracts.

Services: Customized tools from The Contract Professional’s Playbook and a one-day in-person role-playing session to enhance the roll-out of a revised, tailored, and simplified supplier contract that more accurately addresses customers’ contract concerns.

Outcomes: Increasing effectiveness for the sales team to negotiate terms and conditions using their own supplier contract and incorporate their customers’ contract terms.

 

One year after training and coaching

“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.