Your Personal Strategy
To work out your own strategy and win the deal despite the buyer’s pressure, you must do the following:
- Identify those players whom you can help to modify their objectives. For example, the buyer may realize that the important thing for her is not to obtain a good deal up front. Instead, she will add more value if she establishes a framework agreement covering several sites. She will thereby save on certifications, tests, spare parts, after-sales service, and so on. She will also obtain high-volume discounts.
- Identify those players whose resources you can exploit or change. For example, the quality director may become a firm ally if you can help her to develop provisional packaging procedures applicable to all sites based ...