Accordence E-News: Summer 2010
New Roles
Accordence Founder Grande Lum Appointed by Obama to Lead Small Business Development for HUBZone.
Heather Meeker Green Promoted to Managing Director of Leading Negotiation & Conflict Resolution Firm.
Client Success Story
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. Buyers began moving their business away from the firm, oftentimes moving to the new competitor for price reasons and sometimes because they did not want to work with a company that was “dictating the market”. The company needed to find a way to combat gross margin erosion at a time when they were looking to continue to grow market share.
New White Paper
Is Your Sales Team Negotiating Value? How Do You know?: Assess nine factors to see where you can make improvements to your sales teams’ selling and negotiation approaches. If you cannot respond about your team to at least six or seven of the factors with “we do this very well,” then there are likely additional gross margin dollars to be captured through better selling and negotiating.
Free Upcoming Webinar: Register and Mark Your Calendars!
To help enhance your skill at negotiating with procurement or as a buyer, please join us as Accordence hosts a webinar on September 20 at 1:00pm EDT, to share insights on the negotiation dance between sales and procurement.
Virtual Class: Just Negotiate®
Haven't yet had the opportunity to attend a one day Just Negotiate session by Accordence?
Have a colleague who could benefit from our negotiation tools?
Need a refresher on the ICON Approach to Negotiation to expand your skills?
Join us for a live Virtual Class on Just Negotiate®, a Public Session in our Virtual Classroom on Thursday, October 21st, 2010 from 11:00 a.m. ET - 6:00 p.m. ET. First come-first served -- Limited to 20. To register and for more information.