Recent Clients
AlixPartners
BP
Consensus Building Institute
Columbia University Executive Education
Corporate University Exchange
Darden Graduate School of Business
Harvard Business School
Hewlett-Packard
HSM Brasil
McDonald’s
Milliken & Co.
NASA
Pfizer
PhRMA
Plastipak Packaging, Inc.
Icon-PriceSpective
Raytheon
Procter & Gamble
Takeda
UCB
University of Arizona
Vertex
WPP Group
Recent Clients
AlixPartners
BP
Consensus Building Institute
Columbia University Executive Education
Corporate University Exchange
Darden Graduate School of Business
Harvard Business SchoolHewlett-Packard
HSM Brasil
McDonald’s
Milliken & Co.
NASA
Pfizer
PhRMA
Plastipak Packaging, Inc.
Icon-PriceSpective
Raytheon
Procter & Gamble
Takeda
UCB
University of Arizona
Vertex
WPP Group
Case Studies
Building Network Expertise
A major healthcare company wanted to build greater in-house negotiation expertise by equipping a cadre of 'champions' to promote more effective support of local negotiating teams across diverse markets
The One That Didn’t Get Away
A major marketing services organization sought to manage a difficult fee negotiation with their largest client.
Coaching Through A Turnaround
An incoming leader needed advice turning around an academic institution in financial distress
One Million? The Tip of the Iceberg
A Fortune 500 marketing and media network sought to promote best practices in negotiation across its operating companies
Creating A Shared Victory
A company needed to reach a deal with their government before the window of opportunity closed
Are We Leaving Money On The Table?
The Mergers & Acquisitions team of a FTSE 100 company wanted to assess their recent negotiation performance and identify any opportunities for improvement.
From Nightmare To Success
A global health care company needed just-in-time training and coaching to help a team to overcome a negotiation impasse that threatened to become a public relations nightmare.
Equipping A Global Learning Academy
A global learning academy sought to provide more effective negotiation training and support solutions to their internal customers
Going, Going… Won
A global market research company faced increasingly difficult negotiauctions with clients
Creating Value for All Sides
Working with regional executives in the US and Latin America, we helped a team to prepare for and rehearse a critical negotiation with a purchasing consortium.
Family Firm, Global Growth
Leaders at a major manufacturing company wanted to develop greater organizational effectiveness in negotiation: internally and externally
A Coaching Resource For Sales Leaders
A global commercial operations center of excellence sought a coaching guide for regional sales leaders, to support their retail salespeople in local negotiations.
High-Impact, Scalable Training for 25,000
A consumer goods company sought to create a negotiation skills curriculum for its large, global sales force.
Do We Tender Well?
A highly successful commercial product team within a large life sciences company sought to better manage global tender opportunities
From Internal Conflict To Shared Gains
A major food and beverage company sought to work more effectively with their business partners
Supporting Award-Winning Performance
An emerging leader sought guidance as he assumed a new, regional role
Providing The Tools
A rapidly growing biotech company needed to secure market access to their breakthrough product
Streamlining Technology Negotiations
With $1.5bn at stake, a global technology company's procurement team recognised the need to approach negotiations more systematically.
To The Finish Line
The General Manager of a European Operating Company was facing deadlock in challenging negotiations with governmental authorities - as well as his own headquarters!
A Trusted Sounding Board
A senior leader was entering a new role as the manager of an enterprise-level customer relationship
Rapid Learning From Negotiations
A global business unit needed to learn more rapidly from its globally distributed negotiating teams, to promote continuous improvement