Commercial Initiatives
Our consultants manage complex commercial initiatives, ensuring negotiators are well-prepared, aligned and supported to achieve optimal outcomes while reducing risks and obstacles.
Some commercial moves are too big for one negotiation team to carry alone. A price increase across a market, a portfolio renegotiation, a change in terms that touches every account: these run across functions, countries and months.
One initiative, many negotiations
A commercial initiative is not a single deal. It is a programme of negotiations that has to land consistently, with the same story told by every negotiator in every market.
That is where most initiatives lose value. Central teams set the ambition, local teams meet the resistance, and the position drifts from one conversation to the next until the original objective is unrecognisable.
How we run it
- Translate the commercial objective into negotiation objectives each team can actually use
- Build one position and one narrative, so central and local teams stay consistent
- Map stakeholders and secure internal alignment before anything reaches a customer or supplier
- Prepare negotiators per account, with the arguments and trade-offs that fit their situation
- Track how the initiative is landing and adjust the approach while it still matters
- Provide senior support at the negotiations that carry the most value
Where it fits
Commercial initiatives are typically price increases, contract renewals across a portfolio, changes to terms and conditions, channel or route-to-market changes, and post-merger harmonisation of commercial agreements.
We work with the people accountable for the outcome: commercial directors, category and account leadership, revenue management, finance and procurement.
Why Impact Negotiation Group
We bring experienced negotiation experts into your team rather than handing over a strategy deck. Our consultants have run these programmes from both sides of the table, so the plan they build survives contact with a counterpart who has seen it before.
We’re only happy, when you’re happy
With these experts, you can be sure you have thought of everything and are best prepared for your negotiations. This will give you confidence for the future.
Having worked with the team at Impact Negotiation Group over the past two years, I’ve found them to be incredibly knowledgeable, responsive, and a pleasure to work with.
Very good nego training. I have learned a lot; tactics, how to behave, to not be in a competitive mindset.
Absolutely powerful and valuable training. Applicable in most of the aspects in your life
Interesting, fast-paced and lot of pratical examples.
Very useful, high intensity
10 out of 10! Do it it’s a very good training with real examples
This is ROI positive and therefore a must for senior sales
Nice full and rich program, with humor and great balance between theory and practice!
Highly recommendable and a great training to learn guidelines and tricks about negos. Trainers with a lot of expertise.
Ready to improve your negotiation?
Our negotiation consulting is built on a proven methodology for delivering exceptional results. We help clients achieve the best possible outcome in every negotiation, either through direct support or by building their people’s negotiation capability for the long term.
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