Negotiation

Return on Investment

October 4, 2006

A negotiation masterclass or coaching session can be one of the best investments that you can make for short term and long term gain. Here are two examples from the last seven days in September

1 – Sheryl is a client of mine. She has attended my Salary Negotiation workshop and had some personal coaching. Last week she accepted a new job offer from her current employer – taking her salary from £32,000 to £47,000. Not only this she also has got the job she wanted and is now appreciated for the value she has been creating for her Company – yes she had to talk to the market and benchmark her worth – yes she had to go for job interviews – however look at that fantastic result. A salary increase of over 45%. If you want to speak to Sheryl about how she did it and where the added value really counted call me or email me.

2 – Yesterday I ran an advanced negotiation masterclass for a Major International Bank. The delegates were young senior managers and directors all benchmarked as potential board members. They had all had previous negotiation training – so we were able to focus on their exact needs. How to coach, manage and execute negotiations as a leader. This afternoon I got the following email from one of the Scottish delegates who flew down to attend.

“I took a time out with one of my managers who had an issue with one of his clients. We managed to increase our fee from £27K to £50K (half payable now and half in 6 months time) to justify the extra value we had provided. We also negotiated an increase in the margin from 135bps to 200bps on the top slice of borrowing – i.e. that part above 75% LTV. It was presented
to the customer in such a way (we pitched for £55k and came down to £50K) he
accepted our proposal without bad feeling and the relationship remains”

In summary – they made an extra £40k over the next year and have a preserved relationship.

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