Development programme for Davidsen
A strong negotiation culture in Procurement
- Significant savings
- Shared language and structure for negotiations
- A strong quid pro quo culture
- A more proactive negotiation style
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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...
Brødrene DahlSecuring profitability by changing the gameAn 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...
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...