Negotiating Partnerships: Increase profits and reduce risks

Insight into the client’s or the subcontractor’s situation

Openness and honesty are essential in partnerships. In order to establish these, NCC’s customers participate in internal meetings or presentations relating the objectives, demands and expectations of the organization. ‘We are no longer presenting ourselves as sellers,’ says Torben Biilmann. ‘Instead we start by asking about the customer’s wishes and needs. Perhaps we invite them on a trip to Berlin to see the latest in building technology.’

‘It is all about us understanding the customer, perhaps even better than he understands himself. We have to be able to identify the job before we ...