Going, Going… Won

Situation:

A global market research company faced increasingly difficult negotiations and negotiauctions with clients.

Problem:

With ever increasingly cost pressure on the client side and under intense competition from rivals, our client’s renegotiation environment that had become increasingly cut-throat. They sought to train senior account and finance leaders on ways to more effectively manage client negotiations and e-auction processes.

Action:

We interviewed twenty of the company’s leaders to understand their current approach to negotiations. Then, working with internal resources, we created a course and materials on managing negotiation and negotiauctions, delivering it for senior leaders while training trainers to deliver it to many more leaders and teams.

Result:

The course became and remains one of the most popular executive learning experiences within the company, and has helped client leaders to approach negotiations with greater confidence and sophistication.