B2B Street Fighting Blog

strategic business negotiation techniques in action

Posted by Marie Dudek Brown on Thu, Dec 29, 2011 @ 10:51 AM

Do you know what makes a "good" deal for your company? Have you asked Legal, Sales Management, Marketing, Operations, Finance and IT? Representatives from each of these stakeholders group may bring to light areas you hadn't even considered.

For instance, what are the answers to these questions for each of the specific stakeholder groups?

  • What does success look like?
  • How will success be achieved?
  • How will we measure success?

Livingston

 

Livingston International brought together their different internal stakeholders to develop a organization-wide solution to:

  • increase their win rates
  • increase their average deal size
  • improve margins
  • increase customer retention

They tracked 1,148 deals during a two year period after implementing a Strategic Negotiation Solution from Think! Inc.  Their return on investment over a two-year period was 243.6%.

Per David Zavitz, Vice President, Sales, "By showing Livingston how we could effectively position, bundle and negotiate our newer high value offerings with our traditional services, Think! empowered Livingston to 'take back the high ground' we should enjoy as the market leader in our industry.  our financial performace over the two-year period reflects the value we are binging to our customers."

Would you like to know more about this initative and its results? Click on the button below!

 Click me

Tags: ROI case study, affiliations

Think! named to Inc. list of
America's fastest growing private companies

Think! named to Inc. 500|5000

about this blog

The B2B Street Fighting blog brings you the latest on what's happening in the real world of business negotiation.

Contact Think!

get NEW posts
delivered to you

our must-read books on business negotiation

Whether you are in sales or procurement, we have the books you need to read.

For sales professionals:

B2B Street Fighting

For procurement professionals:

negotiation blueprinting for buyers

 

Sales-Negotiation-Training-