Every high-stakes conversation, from closing a major client to negotiating with a key supplier, is an opportunity to create value. Strategic negotiation is a core leadership competency that directly impacts your bottom line. Our training moves beyond simple tactics to provide a proven framework for preparing, executing, and winning any critical business negotiation.
A Real World Example
The Challenge
Founder of a UK construction SME faced a severe cash flow crisis due to late-paying clients and rising material costs. The stress was impacting decision-making and supplier relationships.
The Coaching Action
Provided coaching on financial management and strategic negotiation. Implemented a new credit control policy, including charging statutory interest. Role-played difficult conversations with debtors and suppliers to renegotiate terms.
The Tangible Result
Improved average debtor days from 90 to 45. Secured a 5% discount from a key supplier through better negotiation. Avoided insolvency and returned the business to profitability within two quarters.
The Strategic Framework – Rational Decision-Making Model
The Challenge
For your most critical, high-impact decisions, slowing down is the fastest way to get to the right answer. A structured, logical process prevents emotional bias and ensures all factors are considered.
About This FrameworkThe Rational Decision-Making Model is a classic and logical approach that follows a sequential, step-by-step process. It involves defining the problem, identifying and weighting evaluation criteria, generating and evaluating alternatives, and finally selecting the optimal solution. This structured model is best suited for significant, non-urgent decisions where a thorough, data-driven process is required to mitigate risk. |
|
Frequently Asked Questions
Can a coach act as a confidential sounding board for high-stakes decisions?
This is one of the most valuable roles a coach plays. We provide a safe, unbiased space for you to talk through your biggest challenges and decisions, from fundraising to firing an executive, ensuring you approach them with clarity and confidence.
How can a coach help a leader make decisions when the future is unclear?
A coach helps by focusing on a "scenarios, not forecasts" approach. We work together to map out a few potential future scenarios and develop a strategy that is robust and adaptable enough to succeed in any of them, rather than trying to predict the one "right" future.
How do you have difficult conversations with clients about payments?
You have difficult conversations by being prepared, professional, and firm. A coach can help you develop scripts and policies for handling late payments that allow you to collect what you're owed while preserving the client relationship.
What are the key financial levers an agency owner can pull with the help of a coach?
The key financial levers are pricing, project profitability, and client lifetime value. A coach helps you analyze your numbers to ensure you are pricing your services for value, managing projects profitably, and retaining your best clients for the long term.