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Every company has a requirement to negotiate with clients and suppliers. Even full time purchasers find this role sometimes arduous or reach points in the process when they feel that things are not going in the planned direction. This of course then leads to a feeling of failure, potentially the loss of a relationship and most importantly the company concludes the process not achieving the result that they desired.
We have an excellent track record in assisting with negotiation strategy, either as an external advisor or as a direct advocate. By externally structuring the negotiation strategy, ideally before it commences, we are able to guide clients through to a successful conclusion.
A recent example (2004) was a client who required a discount amount from a supplier to maintain an effective margin. C2 advised and acted as advocate for the initial negotiation and we achieved 3% more than the client’s goal, effectively paying for a years consultancy services from the increased result.
Another recent client had a supplier seeking to reduce the agreed discount and we assisted in achieving not only a situation of no change but also a slight increase for markets where the client was trying to break into key central European markets.
Our ability to act as client advocate within a negotiation frees up the client to observe their negotiation process free from the pressure exerted by the other party. This allows for clear decision making to be realised without the client loosing control of the negotiation process. C2 advise on all aspects of strategy and the resultant tactics required to achieve a successful outcome.
In terms of suppliers negotiating with their own clients C2 is able to review the current situation and then guide the supplier into a strong strategic position. We are happy to review what appear to be no win, hopeless cases to try and find the last ditch strategy that our client may not have been able to find due to their closeness to the process.
Negotiation support has been undertaken for small companies meeting their bank managers through to contracts with significant capital value (>200M Euro). |
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