Training Course Outlines:
There are two key areas that need to be negotiated professionally:
• Contract stage - Surprise, surprise - the client wants more for less and you want to win the account and not lose your pants or quality control in the process.
• You win the business and then have to deliver on scope, variation, timelines, which are all too readily given away to alleviate the tension whilst competing to secure business. Then, when the dust settles, everyone is running around like lunatics trying to deliver on fewer resources and tighter deadlines.
Case Study
An It company was constantly giving away money in free pre-sales consulting and then discounting the services at the pointy end of the deal just to 'win the deal', reducing their margin considerably.
Result:
After the Salient Training 70% of all pre-sales consulting is now being charged and accepted by clients and there are no margin-eroding prices being submitted in the final stages of negotiation. Importantly, not a single deal has been lost on price since this new strategy was implemented.
