Understanding people. Unlocking performance
Customer Leader of the Future
The best customer leaders don't just manage accounts, they solve problems, build partnerships that create value, and bring their organization's strategy to life through every commercial relationship.
But great customer leaders aren't born - they're built. Through deliberate development, the right tools, and real-world experience, we help your organization grow the customer leaders it needs to win today and tomorrow.
Our Approach
1. Understanding
Know yourself.
Know your customer.
Using PRISM Brain Mapping we develop deep self-awareness in your customer leaders. How they're perceived and how to flex their style to build stronger, more authentic relationships. And we use PRISM modeling to understand your customers too!
2. Strategy
Always Planned.
Great customer leaders bring clarity and conviction to every commercial conversation. Using our ViSTA Practical Strategy model we help your team build compelling visions, sharp strategies, and action plans internal and external partners believe in.
3. Negotiation
Maximize every relationship.
As some of the world's most experienced negotiators we build the best capability, from foundational to elite. We ensure your teams are equipped for every challenge, delivering ROI and building strong relationships.
4. Performance
Keep on Improving.
Development doesn't stop after training. We grow your team as we consult with them, and support them in their ongoing negotiations so the learning sticks and results follow.
Our Programs
Building a strong bench of customer leaders requires effort. We assess strengths and focus development to build well-rounded and successful sales leaders for your future.
Using PRISM Brain Mapping and elite commercial support we build tailored programs from onboarding through their whole career, continuously building capability so they are ready to lead.
Customer Leader Development
This intense two day program provides your team with the essentials for success: a deep understanding of how best they can operate together, and a clear vision and strategy they own.
First they experience their individual PRISM Professional insights, before full team analytics. They understand the team using our Team Performance Diagnostic (TPD).
Then they build their team vision and strategy to win together in the market.
Customer Team Building
Most customer teams don't even have a strategy, they just have goals. Inspire your team to create a Customer Strategy they own and deliver.
Our people-centric approach is focused on your team and their business, not templates. We unlock the knowledge in the room to create a clear vision for each customer and a plan to deliver it. From resource allocation to execution, we guide your team every step of the way.
Customer Strategy Development
Get into the minds of your customers. "Vendors and merchants talk past each other" - Retail CEO. This unique program provides deep understanding of customer's role and how they think.
A 1-day program full of insights and exercises, Merchant's Mind will equip you all to work closer and more successfully with your customer. Personal PRISM insights, customer profile, and a clear action plan are key outputs to enable you to build more powerful relationships.
Merchant's Mind Program
A unique tool, utilizing PRISM Brain Mapping to enable you to get into the mind of your negotiation counterparty at a different level. After only 1.5 hours we build a negotiation profile for you to use in your negotiations with that person.
How they operate, negotiate, get satisfaction, make decisions and more. With fewer, more important relationships, this is one of the most valuable tools you can buy.
Counterpart Blueprint
When it really matters, we're in your corner.
We have some of the deepest and most varied experience in the field - supporting clients across the world in almost every industry. When a negotiation is too important to leave to chance, we work alongside your team.
The results speak for themselves, financially and in stronger, more durable relationships.
Negotiation Project Support
World-class negotiation expertise, on demand. Your teams are trained, but they're also stretched. Why not have one of the world's leading negotiators guiding every deal you do?
Our retained packages are designed to suit most budgets, and our clients consistently tell us their investment in retained negotiation support delivers the highest ROI of ANY investment they make, bar none.
Retained Negotiation Consulting
Handle every negotiation style with skill, adapting your behavior to bring the other party to you. This world class 2.5 day program covers every negotiation style and scenario. It's built around the Negotiation Thermometer and the 7 Principles of Negotiation, for immediate ROI.
With a focused group of 8, tailored case studies, video feedback and our unique 'instant consulting', this is the best value negotiation program in the world, delivering ROI the next day.
Power Negotiation Training
The essentials, delivered by and expert, in a day.
A high-impact day exploring the fundamentals of negotiation with an expert. This program is perfect for new sales managers, those without previous training, and as a refresher.
Using the Negotiation Thermometer and 7 Principles, 'Core' is compatible for those working with Power Negotiation attendees, enabling consistent planning and execution together.
Power Negotiation Core
Examples of our work
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CPG : Commercial Team Building
A newly formed CPG Sales leadership team had to get up to speed fast. First we used PRISM to raise self awareness and create deep understanding of each other. This was the foundation to building a clear vision and strategy together. They beat their financial targets through challenging times and Trust, One Team Spirit, and Decision Making rose over 30% within a few months.
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CPG: Customer Strategy
Taking a customer segmentation to implementation was straightforward and supported by the sales team using our unique customer strategy framework. Marketing, Category, Finance, Supply Chain were included in development of the fully-owned visions and strategies by customer which are lived more than any previously seen.
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CPG: Global Customer Agreement Negotiation
When a long term incentive agreement was coming due with a top 3 global customer, they turned to us to support these intense negotiations. Following a week's planning in Paris we supported the negotiations over 18 months with regular planning and specific intervention. The agreement was closed and many millions of dollars saved through the process.
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CPG: Power Negotiation Training and Support
A new Chief Customer Officer wanted to change the culture of her team. Sales had to add more value, focusing on more than just growth and becoming empowered to negotiate profitable deals. We worked across all commercial functions to run multiple elite and foundation negotiation programs, empowering and equipping them to deliver tens of millions of dollars of ROI in just a few months.
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CPG: Retained Negotiation Consulting
For many years we have supported this US candy giant in their negotiations. We are there for them for Price Changes, Terms Alignment, JBP, New Launches and much more. The ROI has been spectacular, JBP was agreed for 3 years where none existed prior, price changes succeeded, new launches won awards.