Don't lose the fee negotiation when you've won the pitch
Having spent many weeks (and weekends) plus a ton of cash on a winning pitch, it can be daunting to face a complex fee negotiation. This is especially true if it’s with a different cast of characters than those you just spent many hours building a relationship with.
You may well have to start again from cold with Procurement – who don’t think like marketing people.
What you need now is to approach the planning and management of the negotiation the way Procurement do. To predict their objectives, to anticipate their strategy, and to know that no matter what they hit you with, you will know what your answer will be.
Jonathan O’Brien has spent over 35 years as a purchasing professional, the last 15 training senior procurement heads how to be better negotiators. So when it comes to negotiating you could say he wrote the book (actually, he has written four best selling procurement and negotiation books).
Jonathan created the Red Sheet negotiation system to provide a structured process that evaluates the strengths and weaknesses of your position and those of your opposition. This then provides a template for a step-by-step road map to plan and manage the negotiation, using or evading all the tactics (and tricks) used by purchasing professionals.
For the first time, Jonathan’s Red Sheet negotiation system is now available outside the procurement industry.
