The Strategic Challenge
Today’s purchasing professionals are under intense pressure to create profitable, sustainable agreements that achieve lower levels of Total Cost of Ownership and Usage, higher levels of innovation, and greater sustainability while creating stronger, supplier and internal partner relationships.
They face well-trained sales organizations, and unprecedented amounts of information to process and leverage. In an ever-changing global environment, successful negotiators must make the right business decision based on value and ROI, paying the right price, and getting maximum service and value in return. Success is achieved via innovative solutions that come from a planned negotiation approach based on value exchange and need satisfaction for long term solutions.
The Arena Concept
One of the cores to GPG’s training success is our unique ‘Arena’ training concept. Procurement professionals need to move out of their safe and familiar comfort zones and operate in the Arena where they are truly engaged and effective. Teams who use our tried and tested formula are guaranteed to demonstrate more constructive and less destructive behavior for mutually beneficial procurement with suppliers. This method is available with all of our training materials.
Program Objectives
- Gain control of the negotiation process while strengthening supplier and internal partner loyalty and satisfaction, even when dealing with sole or preferred suppliers
- Leverage the inevitable tension and pressure to generate true engagement and more innovative, and mutually sustainable agreements.
- Generate and gain agreement on the depth and breadth of supplier needs, especially those that have not been previously identified or are under appreciated.
- Shape and exchange value, moving decision makers to a logical close based on value and ROI, while protecting bottom line profitability.
Navigating The Arena
Negotiations are all about the ability of one person to influence another and staying positive and creative despite the tension. We call this the Negotiation Arena.
Through a skilful questioning and information-sharing process, procurement professionals can control a dialogue that not only establishes their own needs but also identifies and prioritizes supplier needs. This also helps establish key buying criteria, expands the Zone of Tolerance and creates significantly more perceived value for the ongoing partnership. The results? Innovative solutions that meet the needs of all involved and protect the bottom line interests of the company.
Free to Share Our IP
GPG’s IP can be openly shared across your organization – in fact, we encourage it. Our business model is not about paying for IP licences but rather about getting your people to use and apply the new skills to their real-world clients. This allows your entire organization to understand our methodology, support the thinking, create innovation within their units and develop new ideas for helping and renewing client contracts.
Successfully Implemented Programmes
We have successfully partnered with GPG to deploy their behaviour change approach to our entire sales organisation globally. GPG´s approach to 100% real account/opportunity focus and application drove great results & was very well received
Group SVP Learning & Development
Sodexo
