Creating a ‘Win/Win’ from a Negotiation

Date/Time:
Thursday 13 February 2014, 6.30pm - 8.30pm

Venue:
BCS, 1st Floor, The Davidson Building, 5 Southampton Street, London, WC2E 7HA

Cost:
BCS Members £10 (+VAT@20%), Non BCS Members £15 (+VAT@20%), JCF, CMI & IC Members £10 (+VAT@20%)

Synopsis:

  • Know where negotiation comes in the sales cycle and in closing a deal
  • Understanding key stages of the negotiation process & how to structure your negotiation
  • Sell at a premium price but is price the only thing you can negotiate with?
  • Know how to put a price on the Value you deliver
  • Identify 'buying signals' and the negotiation currencies you can use as well as price
  • Become adept at recognizing buyer tactics and countering them with your own to defend your position.
  • Understand why strong relationships can help your negotiations
  • Other do’s and don’ts & more helpful tips for your next negotiations

Importance of this subject

Today's market is tough; the pressure on price is relentless. Negotiation is now a significant part of every business deal. Everything has become 'negotiable' as suppliers struggle to keep margins and revenue while clients become more aware of their 'power to negotiate'.

Persons it is aimed/targeted at:

'Anyone involved in winning business, account management or agreeing and closing contracts' ie MD's, CEO's, FD's, Head of Consulting, Account Managers, Sales staff etc.

Benefits from attending/what attendees will take away:

This workshop will help attendees to become personally better at negotiating and influencing, be inspired to try new approaches, and become more confident in these difficult situations to achieve a 'win/win'.

Speaker: Colin Spiller, Zenis Limited

Colin is a business consultant, mentor and hands on salesman. He has led sales teams and a pan-European team of 150 with a $30m pa budget to roll out a trading network. Colin began his career in engineering before qualifying as a banker and has spent the last 20 years actively involved with high potential businesses. He was the Business Development Manager for 8 years for an early stage VC technology investor. Colin now runs a variety of workshops on Sales & Marketing topics, mentors a numbers of clients with a focus on Cash Generation and taking products to market, such as an operational risk management system that he sold to a number of Banks including the Bank of England and Rothschild. Also won 3 UK clients for a supplier of Traceability and Manufacturing Control systems.

More recently Colin has led the launch and now manages the London Angel Club for Angels Den and has closed 11 deals for over £1.5m. Colin also helps to organise and run the London meetings of the 3Cs Community on a pro bono basis. The 3Cs helps and encourages entrepreneurs to start up and grow their own business and recently celebrated their 10 year anniversary, having helped over 180 organisations. He recently joined London Met University as an external assessor on their Management Programmes and has also become a Registered and approved Growth Coach for GrowthAccelerator and works with 3 of their clients.