Case Studies and Key Learnings
Our approach to handing our negotiations is based on experience supporting IT, marketing, sales, and other communities.
Key Learnings:
Communication is critical to any successful business relationship. Communication is more than mere words. In many cases, what is heard is different from what people intend to communicate.
At an organizational and geographic level, cultures affect people’s ability to communicate. When people understand each other and are aligned in terms of their goals, better business results occur.
The process used for selection decisions should include sufficient structure to be manageable and sufficient flexibility to allow modification, where appropriate, in order to reach an appropriate decision.
Success requires planning, and the ability to adapt to the unexpected. By identifying issues, developing a process for dealing with the issues if they arise, and monitoring the situation, better results are likely to be realized.
Case Studies:
Planning and Conflict Resolution. A small business client was involved in a dispute that was growing in its seriousness when the client came to us for advice. We talked with the client about the client’s goals and the type of relationship it wished to have with the other party. In 20 minutes, Coleen Davis had worked with the client and a plan had been created to help the client rebuild the relationship.
Knowledge Transfer - Equipment. After a client signed a contract for the acquisition of a new piece of equipment, its training organization realized that they did not have the expertise to provide the training internally. We helped the client define its requirements, and negotiate contracts based on those requirements. The client saved approximately $3 million.
Price Reduction. A client in academia was concerned that the price of books might be prohibitive for its students. We worked with the client to identify a supplier who could offer them discounts and allow the client to sell the books at less than list price. Our actions enabled the faculty to select books for classes based on quality of the content, rather than price.
Training - Software. A client was trying to purchase training on software that was used across the enterprise. Each department used the software differently. We helped the team members understand each other, complete the acquisition quickly, and develop a strategy for customizing the materials. We negotiated a 15% price reduction on delivery and free development.
Process Improvement. A client was adopting a new process on an enterprise-wide basis. We worked with the client to conduct an expedited RFP. Within 30 days after starting the RFP, a supplier had been selected, the contract had been negotiated, and the curriculum design was ready to begin. In addition, the client saved 50% off the initial proposed price.
Sales Tool. A client needed to find a source of data that would reduce the amount of time that sales employees were spending populating an administrative tool. We worked with the sales representatives and their leadership to locate a resource that could automate the process and contained about 75% of the information the sales people needed. As a result of our efforts, the sales employees were able to spend about 10 hours per month meeting their customers’ needs and on sales activities, rather than updating systems.
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