Securing profitability by changing the game

An increasing demand for the lowest prices and the highest degree of service dictated the negotiations at Brødrene Dahl. To secure orders the demand was accepted to a large degree across the sales force. With the aim of securing profitability, management decided to change the negotiation game while maintaining relations.

The Result

Negotiation Company stepped in with experts in negotiation excellence. A 3-year transformation process was initiated targeted at the complete sales force with the aim of developing a strong negotiation culture, maintaining, and attracting the best employees. Profitability was enhanced by a structured approach to securing counter demands together with a more proactive negotiation approach. From clients the feedback was positive addressing that the sales force was acting professional while creating value for both parties.
  • Improved profitability
  • Adaption of a value creating approach
  • Number of variables were expanded 
  • Shared language and structure to minimize preparation time
Responsible

Christian Bryde-Nielsen
Founder and CEO

+45 22 51 00 00

Cases

Development programme for Davidsen

Development programme for Davidsen

Development programme for Davidsen A strong negotiation culture in Procurement In a competitive market Procurement needed to contribute to an accelerated cash and EBIT improvement. Davidsen Tømmerhandel wanted to explore the opportunity to gain a competitive advantage...

PFA

PFA

PFAReshaping the negotiation climatePFA Pension faced declining earning levels and market shares. The feedback from management was that negotiations were characterized by argumentation and focus on price. To win more profitable tenders and optimize the existing...

Advisory for Procurement Team

Advisory for Procurement Team

Advisory for Procurement TeamNew approach for annual frame agreementStrategic advisory to lead negotiators in Procurement at Davidsen Tømmerhandel. Facing a series of important negotiations Procurement wanted to strengthen the relationship with key suppliers and...

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