Is Your Organization Successfully Adapting to Travel Constraints and Business Uncertainty?
In the past, successful business negotiations were dependent on face-to-face meetings. However, with the COVID-19 pandemic, your organization’s ability to travel is likely constrained and in-person sales or negotiation meetings are often not possible.
How do you maintain your productivity, concentration and ultimately effective communication in an environment where you cannot meet with our customers, vendors or partners? There are four key areas where we need to adapt.
- Preparation and productivity.
- Team management, including communication, concentration and attention span.
- Agenda management and rules of engagement.
- Connecting with participants.
As highly experienced practitioners, K&R’s negotiating team is uniquely qualified to help you and your team successfully adapt to travel constraints and other negotiating challenges. By practicing the strategies that have helped our client’s achieve over $4 billion in added revenue, you can maintain and even exceed your revenue and profit performance.
Contact us to request a complimentary call on how to move your organization forward despite the current challenges..
Adapt and succeed within the new constraints presented by the COVID-19 pandemic.
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Request a brief consultation to learn how you can successfully move forward with remote, distance negotiation.How Leading Organizations have Benefited from Working with K&R
Turn Expensive “Giveaways” into Revenue
Are you “throwing in” valuable services and products into the deal in a desperate attempt to close? K&R’s methods of articulating and presenting value can turn these expensive giveaways into revenue-positive items.
A financial services client stopped giving away free on-site support, selling those services for a $200,000 gain and winning more customer confidence in the process.
Close Larger Deals
Learning to spot and counter common negotiating tactics by customers who want a better price can mean bigger deals at the negotiating table.
A global energy industry client closed a deal $2 million higher than expected after using K&R methodology that prepares negotiators for tactics such as competitive threats, escalation to higher levels of leadership, and intentionally trying to divide the client’s team.
Leverage the Process and Adverse Conditions
Learning to spot and manage the variables that pressure closes or outright prevent deals, our client helped their automotive industry client to a technology purchase that meant 6.7M€ plus follow-on revenue of 60.2M€ within two years.
The client make a strategic decision to forego an RFI and act earlier to avoid a possible freeze in funding. The K&R Value Matrix™ helped focus our client’s attention on the value of implementing our solution versus any alternatives.
Protect Weaknesses and Avoid Unnecessary Concessions
A client’s client wanted a $2.3 million technology service package that included rebates for downtime, as well as other concessions. At our K&R Workshop, we emphasized our principles of preparation to analyze all various service combinations, truly listen to the client, and forged a deal that satisfied the client’s requirements while creating a modified rebate plan that preserved the value of the deal for our client.
Negotiation Services
As highly experienced negotiations practitioners, K&R Negotiations provides consulting and training services specific to your company’s needs.
Negotiation Consulting
Having successfully negotiated deals in every facet of business, K&R’s team is uniquely qualified to serve either as your partner and mentor in the negotiating process. >> Learn More
