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Think! Inc. - business negotiation, redefined

Results
Measure the bottom-line results.

Phase Three: Results

When you’re selling, everything comes down to the bottom line. That’s why we embed the right skills and technology needed to not only implement your new negotiation strategy, but also to measure your return on investment. By helping your internal leadership team become coaches on both the company negotiation strategy and the process for executing that strategy one deal at a time, they can effectively coach and audit against the leading indicators (activities) those things that lead to the lagging indicators (business results) or ultimate success. They can also build a database of negotiation variables using Web Based ROI to enhance organizational learning around negotiation.

Most of our competitors create ROI by accumulating negotiation success stories from the salespeople. But, using success stories to measure results is problematic and directional at best. They would never stand up under the scrutiny of a tough CFO. It also leaves you waiting until you collect a bunch of stories to see whether or not the strategy was successful, long after the fact.

The Think! Negotiation Strategy product has cross functional stakeholders agreeing on lagging indicators up front, like shifting risks and raising gross margin. Then we look upstream for the specific trades that need to be either increased in deals or decreased in deals to lower risk and raise margins. It is this focus on the leading indicators that is key — no one else does that. By arming coaches with the right set of skills and technology, they can manage against the leading indicators that allow your organization to get ahead of the game rather than waiting to build a pile of sales stories.

Our Web Based ROI product is the first ever negotiation variable database. All of your individual negotiation worksheets become part of your database so you can begin to gather organizational learning around the top customer demands, items your sales team is trading back, etc. It is with this organizational learning our clients begin to anticipate what’s going to happen in a negotiation long before the negotiation. This product also assists in managing the execution of leading indicators one deal at a time.

To get positive bottom-line results for our clients, our philosophy at Think! is simple…we teach our clients how to fish, rather than fishing for them.