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!
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
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.
Supporting Award-Winning Performance
A consumer goods company sought to create a negotiation skills curriculum for its large, global sales force.
Going, Going… Won
A global market research company faced increasingly difficult negotiauctions with clients.
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.
Family Firm, Global Growth
Leaders at a major manufacturing company wanted to develop greater organizational effectiveness in negotiation: internally and externally.
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.
From Internal Conflict To Shared Gains
A major food and beverage company sought to work more effectively with their business partners.
A Trusted Sounding Board
A senior leader was entering a new role as the manager of an enterprise-level customer relationship.
Do We Tender Well?
A highly successful commercial product team within a large life sciences company sought to better manage global tender opportunities.
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.
Equipping A Global Learning Academy
A global learning academy sought to provide more effective negotiation training and support solutions to their internal customers
Streamlining Technology Negotiations
With $1.5bn at stake, a global technology company's procurement team recognised the need to approach negotiations more systematically.
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.