Learning platform
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DE Soft skills: Leading customers
Negotiate
How your company and your customers can emerge successfully from critical negotiation situations.
The customer is king. Or is he?
Recognize negotiation situations early: It is not always easy to recognize in a project that a negotiation situation may be developing. Does the customer want your consultant to do him another "small favor"? Does a key user think that this function should be included in the standard version? Does the customer employee responsible for the migration want to postpone the upcoming test?
Prepare meetings according to the rules of professional conduct
Events such as these can jeopardize the overall economic viability and overall project success and should be negotiated with the customer. One thorough preparation is essential for your consultants. Incontrovertible facts are just as important as a current "relationship check" with the customer, his already known perspectives and interests.
Negotiate instead of haggling
In the negotiation itself, the situation should be worked out from the perspective of the various stakeholders as early as possible and different viewpoints should be openly addressed. We encourage your consultants to adverse views or positions (“This is a fixed price project”) of the customer at an early stage and treat them accordinglythat this does not result in any disadvantage in the negotiations.
Your project managers and consultants can come under great pressure from the customer, who is often under great pressure himself. In our training, your consultants learn not to slip into disadvantageous compromises, but to deal with their own emotions and to use the customer's emotions for a constructive cooperation to use.
Only if it succeeds, a “reasonable” atmosphere for discussion To create a solution, your project managers can work out the interests and goals of as many stakeholders as possible. Only then can different solutions be offered effectively. All of these solutions should be agreed with management. Now the customer can decide which solution represents the best investment for them.
What we can do for your project managers and consultants
We show your consultants how to a change request negotiation based on an effective process model prepare – and be able to develop win-win solutions from the most difficult situations with your customers on an equal footing.
How you can benefit
She increase not only the profitability of your projects, rather strengthen also the Trust and the Customers’ respect for you as a provider. For your management, it also means that fewer critical cases end up in the steering committee. The entire process enables customers to receive options that offer them the greatest benefit. This makes the solution a profitable investment for the customer that not only meets their current needs but also creates long-term value. This promotes a positive perception and a lasting relationship between provider and customer, which in turn leads to sustainable success of your company contributes.
Training modules
Enquire now:
SANC
Selling and Negotiating Change Requests
Balancing customer satisfaction and project margin through professional negotiation.
3 days
Level 3
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