About the Negotiating for Success Workshop

Every day we negotiate with others around us. Many of us don’t recognize this simple fact. The results of these daily negotiations may impact the direction we take on a project and even the trajectory of our career. Individual and organizational success alike is determined by how well internal and external parties negotiate outcomes.

Would you like to learn how to optimize the outcomes of your daily interactions? Would you like to know how to navigate a conversation with a difficult customer, vendor, prospect or stakeholder? Would you like to better navigate a union negotiation? Would you like to get what you want and keep the counter-party happy as well?

This program will teach you how to understand and recognize negotiation styles and learn how to prepare, strategize, persuade, and reach win-win outcomes with a difficult coworker, unsatisfied customer, stubborn vendor, or anyone you interact with. The framework for negotiating is ideal for all career levels and is well suited for a number of formal and informal negotiation settings.

Learning Objectives

Participants that complete this workshop will :

  • What is a negotiation?
  • When to negotiate, when to seek alternative methods
  • The importance of perspective
  • Preparing for a negotiation
  • Setting the stage
  • Understanding the pie
  • Types of negotiation styles and outcomes
  • Where to start and who should start
  • How to understand power and the types of power
  • How to negotiate from a "weak" position
  • How to gain power
  • How to build trust
  • How to ask questions to attain information
  • How to ask questions to persuade
  • Understanding body language
  • Understanding emotions
  • How to use emotions in a negotiation
  • Traits of successful negotiators
  • Negotiation tactics: How to spot them and when to use them
  • The importance of "win-win" outcomes
  • Closing a win-win negotiation
  • Managing relationships

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Who should participate

  • Managers
  • Supervisors
  • Teams
  • Individual Contributors

How it helps

Participants learn how every interaction is a negotiation and how a small change in mindset, and a few negotiation tools, can improve your ability to get more our of work and life.

Formats and Duration

The Negotiating for Success workshop can be delivered online, in-person, or blended. We offer a variety of durations from 1 day to 3 days depending on the desired outcome and level of discussion and exercises provided.

What participants are saying

The LBS team exceeds all expectations in a training provider. Not only do they bring their expertise to bare, but they are true partners in helping us achieve our L&D goals.

CHRO - POWER GENERATION AND STORAGE COMPANY

When you work with Lausanne Business Solutions you work with the principals. They are involved in every detail to ensure program success. Communication is seemless and workshops are highly effective. They are a team that thinks critically, problem solves, and delivers results.

DIRECTOR OF WORKFORCE - US GOVERNMENT AGENCY

After just 6 months working with LBS, our company is on its way to becoming a dominate player in our space. The Architecting Culture and Team Engagement frameworks have been instrumental in getting our management on the same page for “how” to operate as a strategically aligned team.”

SVP - WHOLESALE ELECTRONICS COMPANY

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Training with an impact

38+

Years in Business

300+

Organizations Improved

250,000+

Participants

4.8

Out of 5 Workshop Evaluation Average

99%

Participants Recommend our Trainings

100%

Client Satisfaction

10

Rated top 10 employee development providers by Training Industry's FindCourses

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Unlocking Growth: Transforming Client Relationships in the Commercial Building Industry

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Unlocking Growth: Transforming Client Relationships in the Commercial Building Industry

Introduction

In the highly competitive commercial building industry, maintaining strong client relationships is paramount to success. A leading national commercial builder in the pacific northwest approached Lausanne Business Solutions (LBS) recognized the need to strengthen their client relationships to unlock new opportunities and drive sustainable growth. They partnered with LBS, to identify and overcome the obstacles preventing them from deepening their sales relationships with clients and customers.

The builder, with a presence spanning the continental US, had a stellar reputation for delivering high-quality commercial construction projects. However, despite their solid track record, they were facing challenges in building lasting and profitable relationships with clients beyond the initial project. They noticed a trend toward regional builders after their initial projects.

Challenges

  1. Stagnant Growth: XYZ Builders were struggling to expand their client base and increase revenue from existing clients.
  2. Missed Upselling Opportunities: The sales and business development teams were often missing opportunities to upsell additional services or engage clients in post-project initiatives.
  3. Lack of Customer Engagement:Client engagement post-project completion was minimal, hindering the establishment of long-term relationships.

Approach

Strategic Insights Consulting employed a systematic approach to address XYZ Builders' challenges and uncover the underlying issues:

  1. Data Analysis: The consulting team conducted an in-depth analysis of XYZ Builders' historical sales data, customer feedback, and market trends to identify patterns and opportunities.
  2. Stakeholder Interviews:Interviews were conducted with sales, business development, and client-facing teams to gather insights into their challenges, experiences, and client interactions.
  3. Competitive Benchmarking: The team benchmarked XYZ Builders against industry competitors to identify best practices in client relationship management.

Findings

The analysis and interviews revealed several key findings:

  • Lack of Post-Project Engagement: XYZ Builders had a limited strategy for engaging clients after project completion, resulting in missed opportunities to offer maintenance services, renovations, or expand partnerships.
  • Inconsistent Client Communication: Client communication was sporadic and lacked a structured approach, leading to client disengagement post-project.
  • Sales Team Training Gaps Sales and business development teams lacked training in relationship-building and upselling techniques.

Solution

Strategic Insights Consulting collaborated with XYZ Builders to develop a comprehensive solution tailored to their specific needs:

  • Client Engagement Strategy: A post-project engagement strategy was designed to nurture client relationships, offering regular updates, maintenance services, and periodic check-ins.
  • Communication Framework: A structured communication plan was established, outlining touchpoints, key messaging, and personalized content for clients.
  • Training and Development: Customized training programs were introduced for the sales and business development teams, focusing on relationship-building, upselling, and client engagement.

Results

The implementation of the solution yielded remarkable results for XYZ Builders:

  • Revenue Growth: Within the first year, XYZ Builders experienced a 20% increase in revenue from existing clients due to upselling and additional service offerings.
  • Improved Client Satisfaction: Client satisfaction scores increased by 15%, indicating a deeper and more positive relationship with clients.
  • Long-Term Partnerships: XYZ Builders successfully converted several one-time clients into long-term partners, leading to a more predictable project pipeline.

Conclusion

Strategic Insights Consulting's partnership with XYZ Builders exemplifies the power of data-driven strategies and targeted solutions in transforming client relationships. By addressing communication gaps, improving client engagement, and enhancing the sales team's capabilities, XYZ Builders achieved significant growth and solidified their position in the competitive commercial building industry. This case study serves as a testament to the importance of continuous improvement and client-centric approaches in fostering business success.

This case study showcases how a consulting company can help a national commercial building company identify and address obstacles in deepening client relationships, resulting in tangible business growth and improved client satisfaction.