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Complex negotiations have been treated in many business PhD thesis. It is one of the few business topic to be part of any “good” business school program. Yet, what you learn in business schools on complex negotiations can rarely be applied in the field… How do you truely help your lead negotiators step-up their games in real life ?

Building factual and descriptive written proposals is a good start but it is far from being sufficient when you are trying to displace well-established market leaders. Are your written proposals persuasive and do they trigger preference for you and your solution ? Do they move senior decison makers ?

As long as your potential new customers are not convinced they need to change, they will remain with their current suppliers, their current processes, their current ways of doing things. It means no business for you. Selling change is always the first step in winning.

Are your teams calling on customer’s decision makers they do not know yet ? Nurturing the network of your already known contacts is not enough in current market conditions. How can your team call on (new) customer senior decison makers ?

Lack of focus is one of the primary sources of business failures: trying to sell everything to everybody is the best recipe for failure​. How do you make your commercial strategies pragmatic plans delivering growth, waves after waves ?