Custom-based negotiation training program for the Chinese Multinational company in the IT-Industry and global market leader in telecommunication equipment manufacturing.
The challenge
Client situation: Strong Growth in Revenues but Slow Growth in Profits.
Internal analysis had shown that contract quality with Global Key Accounts had dropped over the years; the average size of contract value is above 250 Mio US$. Mercuri was invited to support an initiative for enhancing contract quality regarding selected Key Performance Indicators such as Margin, Payment Terms, Liability and others.
The solution
The project involved benchmarking the client’s negotiation process against world-class industry standards, analyzing the “as-is” and “should-be” processes.
Methodologies, tools, guidelines, and competence profiles were developed to improve process quality. The competencies of the client’s top 100 negotiators were assessed to identify gaps.
Training courses, designed as competitive negotiation simulations, were delivered over five days, with ongoing assessments to identify improvement areas for individual coaching and further development.
The outcome
Post-collaboration results for Huawei
- Targeted Key Performance Indicators of contract quality have improved by over 5% on average within 12 12-month period
- Re-defined negotiation process as a combination of sales and negotiation activities
- Clear definition of team-approach for top-negotiations with team members from all involved departments
- Clarification of roles & responsibilities of all team members: re-organize reporting-lines/communication lines and synchronize with different stages of newly defined process
Huawei global leader in information and communications technology (ICT) and smart devices. Founded in 1987, the company offers innovative solutions across a wide range of industries, including telecommunications, cloud computing, artificial intelligence, and consumer electronics. With a strong commitment to research and development, Huawei strives to create cutting-edge technology that drives digital transformation and enhances connectivity worldwide.
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