01/12/2016
We all want the best deal, the one that offers us the biggest margin, but when it comes to negotiating a contract with a new client, their idea of value may be somewhat different to your own.
It’s that all too common meeting between buyer and supplier where it’s all about the £’s. The buyer wants to pay as little as possible, whilst the supplier wants to make as much profit as they can.
However as any good negotiator will tell you, you can’t simply focus on the £’s, you have to stress the value you will add to your potential client’s organisation, you need to stress why you are the right company for the job, even if your prices aren’t the cheapest, talking up such issues as your experience in the field, the level of support you offer and indeed your desire to be in it for the long term.
When it comes to negotiating a new contract with a prime, it’s all about the management fee.
As a new supplier or indeed new entrant to the market place, their risk in employing you is higher, and their likely workload will be greater, hence they would expect a higher management fee.
At Quattro we specialise in helping creating a win-win situation for both prime contractor and training provider.
We act independently, looking for an agreement that ensures both parties are happy and allows you to develop a long and profitable relationship.
It’s fair to say that negotiation is not everyone’s favourite activity, but by using our services, you can avoid the awkwardness of the offer / counter offer, indeed we can act as a buffer for both parties, reviewing options and acting as devil’s advocate in order to help both parties understand the value of each other’s offer.
If you’d like to know more about how we can help you find the best deal for your organisation, please give us a call on 0191 260 4930 or drop us an email on info@quattro-consultancy.co.uk
