What suppliers can do mid-contract to future-proof their negotiations
By Jeff Cochran, Partner, Shapiro Negotiations Institute We’ve all been there before. You’re halfway through your initial contract with a new client....
Many sales teams are being asked by their B2B customers to reduce prices to support them during these difficult economic times, a pattern that is all too familiar for many sales teams. This article proposes an approach on how suppliers can respond to this procurement tactic and how sales organizations can move the dialogue back to a value-adding conversation with the customer and their professional buying team.
