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Case Study
Industry Electronics
Category Leadership
Product Negotiation & Influence
Business Issue
Gaining production efficiency and protecting profit margins were the key drivers that moved this global provider of printed circuit boards to strengthen the negotiation skills of its senior leaders and sales force.
Headquartered in China, the organization services large-scale, long-term, complex projects. A needs analysis validated the need for stronger negotiation capabilities—internally, leaders needed to effectively drive order execution, especially during times of full capacity; externally, sales needed to ensure that the company’s interests and profit were protected by securing win-win agreements during contract negotiations.
Solution Summary
Wilson Learning provided a custom learning journey including pre-work, a custom 2-day program on negotiation, and reinforcement content delivered over a 3-month period, with new activities released every two weeks. Reinforcement was key to embedding the new behaviors into the culture. Wilson Learning project managers and facilitators supported a successful implementation, and an Impact Evaluation survey provided quantified data, documenting essential data for future planning.
Outcomes
A 24% revenue increase was attributed to the skills of the program.
95% of participants were able to have improved negotiations.
95% of participants were able to say “no” to unreasonable requests.
Behaviors that showed the greatest level of change:-
The participants were able to:
- Improve relationships with customers and other parties
- Apply structured negotiation techniques to achieve mutually beneficial outcomes that align with and do not compromise key business objectives.
- Identify and leverage value drivers in negotiations to shift discussions from price-focused debates to solution-focused agreements.
- Manage challenging conversations with customers, stakeholders, or internal teams, maintaining trust while advocating their position.
Our salespeople benefited from this program a lot. They are more confident because of this powerful methodology. During reinforcement, I found that the participants have structured plans and strategies to handle challenging situations. I would love to recommend this program to other business units in our company and to my friends.
L&D Manager
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