Client Success Stories
Serving Client Needs By Addressing Business Pain Points
Accordence has served clients in many industries regarding a variety of challenging business issues.
Common Negotiation Challenges
As a global consulting and training firm specializing in negotiation and conflict resolution, Accordence® has partnered with many Fortune 500 companies to develop new approaches for their teams that focus on both substance and relationship value. These case studies represent common negotiation challenges our clients have faced and the unique results they achieved, including becoming effective negotiators, by working with the most engaging and dedicated professionals at Accordence.
Business Issue: A leading pharmaceutical company’s leadership had grown concerned. Less expensive alternate therapies were beginning to erode market share for drugs that accounted for a large portion of the company’s sales. The company’s customers - pharmacy directors for HMOs and hospitals, the purchasing agents for drug store chains - were coming under ever increasing pressure to contain rapidly rising drug costs. Managed care policies were changing the marketplace, and the company needed to find new ways to connect with their customers…
Transaction Management Unit Increases Asset Pool
A Transaction Management Unit of a large brokerage services company was struggling to secure large asset business from independent investment advisors at a time when those advisors were leaving the big name firms in droves to start their own business. This Unit provides transaction management services so once independent, the advisor can keep track of their clients’ transactions in order to comply with regulatory requirements and provide value-added services to the advisor’s clients. Not something the advisor can easily take care of themselves, they seek third-party providers such as the Unit…
Investment in Negotiation Skills at Trucking Company for Bottom Line Results
Business Issue
A highly competitive nationally recognized trucking company made a strategic decision to increase their bottom line by investing in their most valuable commodity, their people. In order to enhance effectiveness with customers and improve sales results, they decided to transform older traditional business practices into smarter more stream-lined work systems…
A Transportation Firm Re-Negotiates with its Biggest Client
Business Issue
For the last thirty years, a Fortune 500 manufacturer has turned to the same transportation firm to be its largest truckload provider. The transportation firm assigned a new global general manager to the manufacturer’s account five years ago. The transportation company’s global GM serves as a “relationship manager”, handling customer service needs, order fulfillment, and re-negotiation of contracts. Companies normally re-negotiate transportation contracts about every six months based on market intelligence that indicates how fuel prices, driver salaries, and market averages are changing…
Biotechnology Company: When Your Process Management Team Has to Be Fast and Good
Business Issue
The Process Management Teams at one of the largest and most successful biotechnology companies in the world faced a multitude of challenges. These teams focus on early development for biologics and small molecules and are cross-functional teams that work together to determine analysis and formulations for research and production.
Rebuilding a Relationship, Regaining a Customer
Business Issue
The regional manager of an international health care company approached Accordence when he was concerned about losing business with one of his largest clients. The regional manager had recently been hired by the health care company, and was reviewing the average unit price that different labs and hospitals were paying for his company’s products.