Seller Doer Academy

Write Winning Proposals and Develop Your Seller Doers

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Negotiating for a Mutually Beneficial Relationship

Presenter: Anthony Fasano, PE

Target Audience: Seller-Doers, Account/Project Managers, and BD/Marketing Pros

Goal: Learn and apply the strategies on negotiation that will be mutually beneficial for your firm and your client

Duration: 1 Hour

While it’s not always easy to identify potential opportunities, and prepare winning proposals, it doesn’t necessarily get easier after you’ve won the job. You then have to negotiate the terms of your contract. How well you do this will play a major role in your company’s success on each project.

The terms of the contract can have a major impact on the project itself, so time spent negotiating favorable terms is time well spent.

Learning Objectives: The purpose of this module is for you to learn and apply effective negotiation skills in your contracts that will mutually benefit your client and your firm. In this module, you will learn how to:

  • Prepare for contract negotiations,
  • Apply the different negotiating strategies,
  • Know the verbal and nonverbal tactics that can be used in negotiation, and
  • Utilize concessions to your advantage.

WHAT ACTUAL CLIENTS ARE SAYING

“While this seminar was on things that I haven't dealt with yet, I think that it was a great way to begin understanding how to negotiate.” — Jennifer 

“I thought the time spent on each of the objectives was correctly proportioned.  Preparing for negotiations is paramount. If you don't prepare, you're setting yourself up for failure.” — Michael

“Interesting topic, my boss always tells me to say as little as possible in all meetings, and only answer questions. You do not have to respond to statements.” — Ryan

“This is a great webinar for someone like myself who is in the early stages of being a project manager and I will take these lessons with me as I progress” — Brian

Back to Curriculum

First Chapter Free

Contact Us

Seller-Doer Academy is a
Service of Unbridled Revenue, Inc.
(859) 321-7547
Jim@UnbridledRevenue.com

Testimonials

“Well done. I never realized how many ways I could improve upon when preparing for a networking event.” – Tom H.
“Jim had great pointers on how to name drop when cold or warm calling a potential client.” — Don S.
“Great reminders of why it is crucial to understand how to listen to be an effective communicator.” – Michael K.
“Using a real proposal was an effective means to summarize the items Jim has been teaching over the last several months.” – Donald S.
“Appreciate the tips on how to ask for referrals— great info!”—Jennifer C.
“I liked the section regarding different types of clients and how to handle them. I had noticed that before with clients, but it was good to hear a different take.” — Richard B.
“The examples of opening a presentation were beneficial and I also agree rehearsal or practice is important, overall I thought it was a good overview and good pointers when preparing to present.” — John S.
“I felt the program was terrific. I like that it was interactive.” – Javier R.
“I actually caught myself interrupting a client on the phone call that preceded this webinar. Your tips of pausing before speaking would have helped. Great communication tips.” – Kevin
“I plan on using all 4 of Jim’s proposal techniques on the next proposal I am involved in.” – Diana W.

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