Profitable Relationship Management and Managing Scope Creep

“TURNING A PROBLEM INTO A VIRTUE”

In the Services sector, negotiations with clients are notoriously fraught and festooned with complexity around prices, over-servicing and scope creep. Our view is that this is an opportunity, not a problem!

In our last issue of NewDawn Briefing, we described why Services Businesses are so vulnerable when it comes to Negotiation. We highlighted five key themes:

• The preconditions are stacked against the sellers
• There is a lack of commercial information and acumen
• There is a preponderance of unassertive behaviour
• Many sales people exhibit poor persuasion communication skills when under pressure.
• There is an inherent failure to learn.

In this issue, we will look at the solutions to these challenges and how to turn the ‘problem into a virtue’. Read on...