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 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."
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