Common Negotiation Challenges, cont.
Growing Market Share Without Cutting Price
Business Issue
A leading women’s health care company approached Accordence when it had trouble growing its share of the market without cutting the price at which it sold its products. This billion dollar firm grew to success a decade ago when it developed unique screening test and related equipment that it sold to human health laboratories. These tests and equipment, which allowed labs to more effectively and efficiently detect disease, gave the firm a solid advantage in the human health market in this disease area…
Effective Negotiations with Strategic Suppliers
Business Issue
A major IT solution enterprise approached Accordence with a somewhat surprising challenge. Despite their massive global footprint and broad market penetration, they found negotiations with strategic suppliers to be unexpectedly difficult. The typical image of the corporate procurement function is that it is a major heavyweight: in exchange for the reality or illusion of volume buying, it exacts leverage over suppliers in a number of ways…
The art and science of persuasion has become an important competency for many companies. We have seen a rise in requests from the clients we work with to help them build this skill in their employees…
Corporate Sales, Publishing Company-Shift to Most Trusted Negotiators in Company
Business Issue
The Corporate Sales Division of a leading provider of technology magazines was facing losses on page rates and other negotiation terms due to pressure from large clients who pushed for unprecedented discounts. Part of the challenge was that account managers were not sure how to deal with threats of “Give us a discount or else” and were uncomfortable pushing back or walking away from a deal…
American Red Cross Integrates ICON Framework for Negotiation Success
Business Issue
The American Red Cross (ARC) incorporated Accordence's ICON Framework into their approach to negotiation for their contracts to supply blood products to health systems. In the past, these contract negotiations challenged the ARC to maintain effective working relationships while making changes to pricing structure for their products or to contract language. ARC national leaders sought to equip account managers and regional CEOs with skills to enhance both their working relationships and contract terms with an eye toward measurable, lasting, win-win results…
$17 Million in New Business at DuPont Textiles and Interiors
Business Issue
Dupont Textiles and Interiors (DTI) approached Accordence through our partner, Miller Heiman, for a comprehensive negotiation program to address the needs of their Apparel Division sales and marketing teams. DTI was preparing to be spun out of DuPont as an independent subsidiary, and this change, along with ongoing market pressures, highlighted a need for enhanced negotiation skills to maximize the effectiveness and profitability of the new independent company…