Coaching an Automobile Manufacturer in the Preparatory Phase
Task:
“Training camp” on short notice, addressing approximately 220 buyers who needed to be coached for the upcoming New Year price negotiations with their top 30 suppliers.
Goal:
Professional preparation focusing on development of strategies and creativity in its implementation.
Realization:
11 training camps, put together on short notice, were led by 7 trainers and 7 co-trainers. 27 suppliers were discussed, from both a content and strategic perspective. After a detailed analysis of the current situation, strategies and tactics were determined. The buyers then had the opportunity to practice the upcoming negotiations in negotiation simulations.
Result:
70% of the buyers admitted they had never been this prepared. 50% thought a continuation of the training would be desirable. In 2008, a continuation of the training was implemented with a focus on integrating purchasing organizations in the following countries: USA, Japan, Turkey, Singapore, South Africa, Brazil, and Portugal.
Expanding a Training Concept Worldwide
Task:
Develop training program entitled “Professional negotiation in purchasing” designed to fit within the parameters of a five year purchasing strategy for an automobile manufacturing supplier. The pilot project will take place in Germany and then be expanded to the manufacturer’s international organization.
Goal:
Professionalization of the entire national and international purchasing organization, along with maximization of negotiation motivation in an environment of critical analysis.
Realization:
Develop a 3 module Seminar comprising 5 seminar days. Pilot project took place in Germany with subsequent expansion to USA, Mexico, and the Czech Republic.
Result:
Entire purchasing organization now works with the same negotiation standards, therefore assuring that team members can work together easily from multiple worldwide sites and locations. “Mixing” of teams led to getting to know one another and growing together as a purchasing organization.
A Sales Supervisor’s Negotiation Coaching
Task:
Support a sales supervisor of a medium-sized service organization in his yearly price negotiations meeting with a big corporation.
Goal:
After years of negative negotiation results, to finally achieve a positive outcome.
Realization:
Coaching of afore-mentioned supervisor in his strategic and creative preparation and in his negotiations with the client.
Result:
The new approach was practiced and implemented. Results are still being optimized.
Task:
“Training camp” on short notice, addressing approximately 220 buyers who needed to be coached for the upcoming New Year price negotiations with their top 30 suppliers.
Goal:
Professional preparation focusing on development of strategies and creativity in its implementation.
Realization:
11 training camps, put together on short notice, were led by 7 trainers and 7 co-trainers. 27 suppliers were discussed, from both a content and strategic perspective. After a detailed analysis of the current situation, strategies and tactics were determined. The buyers then had the opportunity to practice the upcoming negotiations in negotiation simulations.
Result:
70% of the buyers admitted they had never been this prepared. 50% thought a continuation of the training would be desirable. In 2008, a continuation of the training was implemented with a focus on integrating purchasing organizations in the following countries: USA, Japan, Turkey, Singapore, South Africa, Brazil, and Portugal.
Expanding a Training Concept Worldwide
Task:
Develop training program entitled “Professional negotiation in purchasing” designed to fit within the parameters of a five year purchasing strategy for an automobile manufacturing supplier. The pilot project will take place in Germany and then be expanded to the manufacturer’s international organization.
Goal:
Professionalization of the entire national and international purchasing organization, along with maximization of negotiation motivation in an environment of critical analysis.
Realization:
Develop a 3 module Seminar comprising 5 seminar days. Pilot project took place in Germany with subsequent expansion to USA, Mexico, and the Czech Republic.
Result:
Entire purchasing organization now works with the same negotiation standards, therefore assuring that team members can work together easily from multiple worldwide sites and locations. “Mixing” of teams led to getting to know one another and growing together as a purchasing organization.
A Sales Supervisor’s Negotiation Coaching
Task:
Support a sales supervisor of a medium-sized service organization in his yearly price negotiations meeting with a big corporation.
Goal:
After years of negative negotiation results, to finally achieve a positive outcome.
Realization:
Coaching of afore-mentioned supervisor in his strategic and creative preparation and in his negotiations with the client.
Result:
The new approach was practiced and implemented. Results are still being optimized.
