Case Studies
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!
Rapid Learning From Negotiations
A global business unit needed to learn more rapidly from its globally distributed negotiating teams, to promote continuous improvement.
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.
Providing The Tools
A rapidly growing biotech company needed to secure market access to their breakthrough product.
Creating A Shared Victory
A company needed to reach a deal with their government before the window of opportunity closed.
Do We Tender Well?
A highly successful commercial product team within a large life sciences company sought to better manage global tender opportunities.
Equipping A Global Learning Academy
A global learning academy sought to provide more effective negotiation training and support solutions to their internal customers
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.
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.
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.