Culture drives Profitability
Negotiation Excellence™ is a Philosophy. In an ever-evolving world, it is critical to capitalize on opportunities found in a negotiation. To optimize a negotiation requires knowledge, skills and analysis. We need to escape the ”risk of individual acts of heroism” and instead ensure negotiation as an organizational competence.
Negotiation Excellence is all about
- Driving profitability
- Stronger relations
- Reducing cost
- Optimizing on opportunities / value (Realizing Value / Optimizing value)
“If you always do what you’ve always done – you will always get what you’ve always got…“
– Albert Einstein
Improve the bottom-line
Cases
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
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 Dahl
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 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...