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If there is no way to get an immediate "yes", we have to find a path in three steps. Thre or four "No's" from your purchaser can still be healthy.
Andreas Fein
If there is no way to get an immediate "yes", we have to find a path in three steps. Thre or four "No's" from your purchaser can still be healthy.
Andreas Fein

Inhouse Seminars

 


For this subject we offer:
Pro-active Key Account Management
KAM I

How to enter and how to grow the business as vendor of a key customer - from dependency into a strategic partnership. Positioning, strategy, organization.

Pro-active Key Account Management – Growing with Key Customers

In today‘s markets Global Players and their major corporations do have tough sourcing strategies and purchasing practices. In particular the selection and nomination process for their vendors has its own mechanics. While many vendors believe in the attractiveness of their products and prices, the strategic purchasing departments of the OEMs and other key customers are looking first of all on the strategic profile of a new vendor or a strategic supplier. Most of this is not visible nor communicated to the vendors to not let them feel their strong position.

To know and understand the mechanics behind the scene, and to make use of this for one‘s own business development and key account plan is a core element of modern key account management, as a potential new vendor as well as a traditional supplier: Why would the customer need us as one of its three core vendors and in what role. There is far more than just the product portfolio and pricing to be considered and be brought to the table. And it takes the capability to read the "writings on the wall" and interpret the customer needs for a powerful and promising acquisition package for one‘s favorite target customer.


For this subject we offer:

KAM I - Seminar Key Account Management for medium sized manufacturers (1-Day-Seminar)
optionally with case studies taken out of the daily business of your sales people
Speaker/Moderator: Hans-Andreas Fein

Workshop series to develop suitable customer strategies for current key accounts

Consulting and coaching – Training for advanced participants

Tough Price Negotiations with "Lopez-Purchasers"
KAM II

Negotiation strategy against price reduction requests of trained purchasers.
Seminar for automotive suppliers or as special version for machine and equipment builders

Price Negotiations with "Lopez Purchasers"

In the 1990ies Ignacio Lopez has changed the world of purchasing in the automobile industry. Ever since price reduction requests and price negotiations, this has become a regular and ongoing phenomenon throughout the auto industry, meanwhile spreading out also into non-automotive industries of the Western world.
In many areas a request of 3% reduction per year became kind of standard, for new contracts or one-time equipment purchases the discount requests are even higher. And even when a contract is closed, purchasers are coming back with new demands for additional savings, often underlined with a threat to re-direct the contract to a cheaper vendor or to issue a worldwide tender or an e-auction. In this atmosphere of threats and sanctions is very little or no room left for technical advantages or quality arguments - and exactly this is the intention of the game.

All this is a part of a staged and orchestrated plan to weaken the vendors and their negotiators and force them to focus on the price reduction only. The key for a successful negotiation and an acceptable margin at the end is to understand the chest-like game behind the curtain which has the most impact on the vendor nomination and order placement. The insight in this scenery enables the vendor to build suitable offerings and negotiation strategies which can balance the buyers‘ requests with the need for fair margins, and secure their business for the future. The seminar includes presentation/discussion and group work on Case Studies.


For this subject we offer:

KAM II - Seminar Tough Price Negotiations "Lopez Purchasers" (1-Day-Seminar)
optionally with case studies taken out of the daily business of your sales people
Speaker/Moderator: Hans-Andreas Fein

Workshop Series to develop negotiation strategies for actual customers cases

Consulting and coaching – Training for advanced participants

Psychology and Dramatics of Tough Price Negotiations
KAM III

How to identify manipulations in time and how to withstand pressure and threats and bring the negotiation back to a factual conversation and a compromise for both sides. With the graduated psychologist Mrs. Elke Woertche as co-speaker  

Psychology & Dramatics in Tough Price Negotiations

Psychology and dramatics are a crucial part of a price negotiation with professionally skilled negotiators, as there are many in the purchasing departments of Global Players and other major corporations. It takes more than technical competence and commercial skills for a salesman or sales manager to withstand the pressure and manipulative attacks of their counterparts, especially when the client‘s company is much bigger than the one of the vendor, a relation like David with Goliath.

A price negotiation in such an environment has its own dramatics. Not seldom a powerful purchaser is aiming to dictate his target price to the negotiator on the vendor side, claiming to have quotations from other vendors with 10%, 20% or even 30% lower prices. And whenever the salesman wants to gain ground by explaining technical advantages or quality aspects, he will be – repeatedly - interrupted and then attacked with personal intimidations and accusations. A whole catalogue of psychological tricks is applied in order to weaken the salesman and make him feel guilty. It is a major challenge to hold one‘s own position and bring back the negotiation into a two-sided, facts-oriented dialogue leading to a fair compromise. Under those tension-loaded circumstances even a clear negotiation strategy and clever tactics are not enough. A psychological repertoire is necessary to realize, understand and block the manipulative elements and to turn or even force the conversation back on an eye-to-eye level. Providing a basic knowledge on communication psychology, the lecture shows 3 elements leading back to a dialogue.


For this subject we offer:

KAM III - Seminar Psychology & Dramatics in Tough Price Negotiations (1-Day-Seminar)
optionally: extra day for role plays and response/reaction trainings (KAM III UE)
Speakers Duo: Hans-Andreas Fein and Dipl. Psych. Elke Woertche

Consulting and coaching – Training for advanced participants

Tricked? Tactics and Methods for Tough Price Negotiations
KAM IV

The tool box to face the frequent negotiation tactics of OEM purchasers – ranging from tactical inquiries over Cost Break Down up to Door-to-Door-Negotiations or e-auctions.

Tricked!? Tactics and Methods for Cost Break Downs and other Tortures in Price Negotiations

Modern purchasing strategies based on the „Lopez philosophy“ follow their own rules. In order to not end up in a „Win-Lose“ situation, it is essential for sales people and key account managers to understand the rules and patterns and to develop an appropriate strategy for price negotiations. The strategy should be built on a long-term view on the customer-vendor-relationship, on one‘s current role in the vendor mix of the client as well as on the short term goals and instructions of the purchaser in charge (see KAM II seminar). Given that, it takes a wide range of tactical and methodical tools to outmaneuver the threats and traps of the counterpart in order to implement a throughly and fully prepared negotiation strategy.

Like in a soccer game the chosen tactics ought to combine defensive as well as offensive elements, understand the game plan of the other side and react accordingly. Tactics include the questions of how, when and where to act rather passive or to choose an offensive (re)action or initiative in order to bring the price negotiation forward towards one‘s own goal.

Cost Break Downs, e-auctions or door-to-door negotiations are just three of the 12 most frequently used tactics of the purchaser side in those negotiations, although they might be the most popular ones at the moment. One key is to not accept all rules, to not go through all gates as „instructed“ and to avoid dead end streets and traps along the game of the negotiation. But there is a lot more in a negotiation KIT.


For this subject we offer:

KAM IV - Seminar Tactics & Methods in Price Negotiations with "Lopez Purchasers" (1-Day)
optionally: extra day for role plays and response/reaction trainings (KAM III UE)
Speaker/Moderator: Hans-Andreas Fein

Consulting and coaching – Training for advanced participants

The Evasive Maneuver to Success – Train Your (New) Moves
KAM V

With the flexible negotiation strategy to a more profitable compromise  
- Exercise and rehearsal of strategy and tactics with the purchase trainer Stefan Weber

 


For this subject we offer:
Tidal Change – Disruptions in the Automobile Industry

Electric cars, fuel cells, autonomous vehicles; car-on-web, modular component KITs, global production networks - filtering the major trends and how they will affect your business.

 


For this subject we offer:

Open Seminars

 


For this subject we offer:
Tough Price Negotiations with "Lopez-Purchasers"
KAM II

Negotiation strategy against price reduction requests of trained purchasers.
Seminar for automotive suppliers or as special version for machine builders


Public seminars in German as well as in English language

  • Germany: Stuttgart, Freiburg, Heilbronn, Chemnitz, Lueneburg,
  •  Italy: in Pordenone / Friuli Venezia Giulia
  • Spain: Bilbao / Basque

Please inquire for actual seminar dates

Price Negotiations with "Lopez Purchasers"

In the 1990ies Ignacio Lopez has changed the world of purchasing in the automobile industry. Ever since price reduction requests and price negotiations, this has become a regular and ongoing phenomenon throughout the auto industry, meanwhile spreading out also into non-automotive industries of the Western world.
In many areas a request of 3% reduction per year became kind of standard, for new contracts or one-time equipment purchases the discount requests are even higher. And even when a contract is closed, purchasers are coming back with new demands for additional savings, often underlined with a threat to re-direct the contract to a cheaper vendor or to issue a worldwide tender or an e-auction. In this atmosphere of threats and sanctions is very little or no room left for technical advantages or quality arguments - and exactly this is the intention of the game.

All this is a part of a staged and orchestrated plan to weaken the vendors and their negotiators and force them to focus on the price reduction only. The key for a successful negotiation and an acceptable margin at the end is to understand the chest-like game behind the curtain which has the most impact on the vendor nomination and order placement. The insight in this scenery enables the vendor to build suitable offerings and negotiation strategies which can balance the buyers‘ requests with the need for fair margins, and secure their business for the future. The seminar includes presentation/discussion and group work on Case Studies.


For this subject we offer:

KAM II - Seminar Tough Price Negotiations "Lopez Purchasers" (1-Day-Seminar)
optionally with case studies taken out of the daily business of your sales people
Speaker/Moderator: Hans-Andreas Fein

Workshop Series to develop negotiation strategies for actual customers cases

Consulting and coaching – Training for advanced participants

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