Negotiating with Key clients ©
The ones you can't afford to lose
Speaker: Stephen Kozicki [Profile]
We live in interesting times, competition is increasing at breakneck speeds, supply is overtaking demand and we see more commoditization of products and services. In today's turbulent world, key clients cannot support long-term suppliers purely on long- term relationships. So, when negotiating with key customers you need to concentrate on value creation - how your products or services deliver measurable results for your key clients.
Negotiation in today's commercial context is demanding, complex and vital to the success of your business. Negotiation skills are a core competency of every successful team member. It is the avenue to sustainable business growth, cohesive teams, strong business relationships and commercial conflict resolution.
Through examining some of the recent research, you will be able to learn why some of the practical approaches work, as well as get the opportunity to examine your own approach through a lens of negotiation with key accounts.
Strengthening relationships with clients is increasingly important. Research highlights the benefits that are possible when businesses collaborate to achieve results. Unfortunately, current research indicates that many companies still treat some clients as adversaries rather than partners. Relationships will only continue to grow if both parties decide to make it happen.
Using examples and concepts relevant to the new business environment, this challenging program aims to improve negotiation skills and your ability to have a positive impact on business performance.
Key contents include:
- Negotiation in the brave new world of business
- The negotiation and key account model
- Key lessons in using the negotiation value line ©
- Process for creating value
At the presentation, you will receive a free electronic version of the strategy-mapping tool used to create value for all critical negotiations.
Download the Questionnaire for clients preparing for a Keynote