Customer: Global technology leader for drive and automation solutions
For an international automotive supplier, we developed a training program for around 80 chief negotiators - sales managers who negotiate long-term framework agreements at top management level. The starting point was the establishment of strategic, global key account management in a company that had previously operated without common standards.
Together, we created a format that simulates real negotiation situations, provides strategic preparation and brings clarity to roles, tactics and responsibilities. What was particularly important to us was a high level of individual activity, realistic use cases and a collegial exchange in mixed international groups.
We have been providing continuous support to participants since 2014 - enabling not only the successful conclusion of contracts, but also a joint strategic sales approach across all locations.