Blog
Five ways to negotiate in the ‘new normal’
As business returns to some form of normality trading margins are going to be coming under increasing pressure. Many customers are already demanding terms improvement to make up for the profit hit they've taken over the last few difficult months. Recently I ran a 30...
Online Negotiation Training: Why did I wait so long?
What's the old proverb? "Necessity is the mother of invention" Well, if my online negotiation training is anything to go by, that is absolutely the case. When the Covid-19 lockdown was introduced in March 2020 I was faced with having to quickly flex my business to...
Confessions of a Global Changemaker : Sammy Blindell Interview
Sammy got me to dig deep into my hardest moments in business, along with my best business growth success strategies and some sneaky tips too!
The BizBanter podcast goes live
I'm delighted to introduce you to the BizBanter podcast....a business podcast without the fluff! My good friend Jez Hunt and I have been planning/threatening to do this for a while now and finally it's launched! Bizbanter was born out of an idea to offer something...
My Heart Shaped Decisions
I was delighted recently to be invited to appear on Graham Frost's excellent 'Heart Shaped Decisions' podcast. In a short 30 minute interview I shared with Graham my 'back story', my highs and lows and where my heart rather than my head has led me over the course of...
Post Covid-19 contractual disputes looming for construction companies
As I write this in the middle of a UK lockdown, post Covid-19 contractual disputes loom on the horizon for many construction companies.
Programme changes, cancellations and delays will all inevitably lead to contract re-negotiations either with customers or with sub-contractors. Any changes will undoubtedly squeeze traditionally tight percentage margins even more, just at a time when business is slowly getting back on an even keel.
Negotiation : A buyer’s perspective – the interview
Moyra has over thirty years experience of buying having worked with brands such as Bvlgari, Seiko, Martin James, Hermes, Ray Ban and Sainsbury’s and she shared many ‘nuggets’ including:
How buyer’s view risk.
How an agreement is not just about price and margin.
Why suppliers should avoid ‘fluff’.
When suppliers should introduce ‘the financials’.
Selling Skills : Fools force features but buyers buy benefits
In the middle of a sales presentation it's often very easy for your sales team to clumsily manage the difference between a feature and a benefit. A feature is what a product is...an intrinsic characteristic of the product or service. Examples of features are: -Priced...
Negotiation : A Buyer’s perspective
Have you ever wondered how buyer’s view negotiation from their side of the table? What element of it do they find the trickiest? What mistakes do they see suppliers making time and time again?
Stop selling: help people to buy from you!
At every networking meeting whether large or small there will always be people who see it purely as a sales pitch opportunity. These are the people who pounce on any new visitors, stuff a business card in their hand, or an immediate invite to connect on LinkedIn, and...