- Do you know where the greatest opportunities for profitable growth are within your strategic customer segment?
- Are they new services, new solutions, business value model innovations?
- Is it the globalization of the SAM organization?
- Is it organizing by industry verticals?
- Is it managing the strategic customer's ecosystem differently from the past?
These questions will be the focus points of the upcoming Strategic Accounts Management Association's 2012 Pan-European Conference in Prague on March 11 - 15, 2012. And you're invited! Plus as a B2B Street Fighting blog post reader, we have a special offer for you!
Think! Inc.'s own Carrie Welles will be presenting, "8 Best Practices to Consistently Prepare for a Complex Negotiation."
Course description: In this current market, most Strategic Account Managers (SAMs) face more professional and skilled buyers, customers who are more price-focused and demand concessions, and irrational competitive behaviour. However, the reaction to these factors can be insufficient. Meaning, without a welldefined process or systemic plan for negotiation, you may give away precious value. This session will share best practices from Nalco, which has installed a ‘negotiation blueprint’ approach to combat these issues with very compelling results.
Learn how to:
Systematically and consistently ‘blueprint’ and prepare for a complex negotiation
Protect and grow the value of a negotiation by taking pressure off price
Use creative trades to add customer value without adding cost
Prepare multiple options for your customer to maximise your outcome
Apply a structured and process-oriented approach to align your internal negotiation team
For further information on the conference, click on the button below.
Your special offer: At the registration checkout, receive a 50% discount by entering this promotional code: PEC12SPKR