A Better Way to Negotiate Complex Deals

Start with global business volatility, industry-wide change, competitor price-cutting, and mergers. Then add frequent project scope revisions and manipulative client tactics. That’s just a partial snapshot of today’s complex sales environment.

Consultants of a global IT firm were recently juggling all these issues. They struggled to focus on value, but found that price reduction was often their client’s top priority. Since the firm had no consistent negotiation approach, every negotiation was an ad hoc transaction. That made every complex deal a financially risky one.

Enter our Thought Leader partner, Accordence, Inc. to create a negotiation framework and curriculum that transformed the firm’s ability to negotiate effectively. After building their strategic skills, consultants were able to apply a consistent negotiating approach that took the “ad hoc” out of complex deal making.

An added bonus: Clients began buying into the idea of attacking the problem, not the consultant.

Read the case study »

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