We have a love hate relationship with email. We love instantaneously sharing information with people and being able to send all sorts of documents easily without cost. But, we also get spammed or deluged with irrelevant “reply all” responses. We have the same love...
The 2009 recession continues to have a profound impact on contract negotiations. Many companies are still adjusting to the new rules of negotiation that evolved during the recession. After 2009, customers gained bargaining power simply by having business to offer...
It’s 5:30 pm. Your biggest client, ABC Co., just sent you an email requesting a proposal cutting prices by 5% for the remainder of 2010. ABC Co. would like your company’s revised pricing schedule by the end of the week. You think to yourself, “Now what?” In a rocky...
Ellie sat across from me and sheepishly admitted that she wasn’t a good negotiator. As a powerful government procurement agent, you would have thought that she had contract negotiations down to a science. When pressed, Ellie admitted that she knew the business...
Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it’s a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. How? By taking...
