Key account sales negotiation
Defending your margins is not something you improvise.
Why work with us
A key account up for renegotiation, a strategic tender, or the threat of being delisted: these are moments where organisation and preparation make all the difference. We prepare your sales teams, strengthen their stance, and when the stakes justify it, step in directly alongside your leadership.
Situations we handle
- ✦ Strategic tenders under heavy price pressure
- ✦ Contract renewals with high margin stakes
- ✦ Delisting, or the threat of exclusion by a major client
- ✦ Annual trading terms negotiations (retail, public sector)
- ✦ Upskilling a sales team on key accounts
How we work
Our approach, step by step
Audit of the account and the relationship
We analyse the history of the relationship, the real balance of power, the client's alternatives (their BATNA), and the intangibles that set you apart. That tells you how far you can hold, and how far you must concede.
Preparation and simulation
We prepare the sales team with realistic scenarios, answers to the predictable objections, and simulation exercises. Your team walks in with a strategy, not with instincts.
Building the differentiating proposal
We help put a value on the intangibles, service, lead times, innovation, relationship, to offset the pressure on price. The goal: never compete on price alone.
Direct intervention where needed
On the highest-stakes accounts, one of our experts can attend the final negotiation to reinforce the credibility of your position and advise in real time.
Added value
What you get, concretely
- → One-to-one coaching of your key negotiators
- → Full-scale simulation with immediate feedback
- → A method for valuing intangibles, to escape the price-only debate
- → Building a credible BATNA that strengthens your stance
- → Lasting skills transfer into your teams
Improvement in the terms obtained
To embed the method in the teams
More contracts renewed without margin erosion
Your situation, now
Tell us about your stake.
A first confidential conversation.
We will tell you frankly whether and how we can help.