Managing demands for price & terms

Business-Critical Interventions

Managing demands for price cuts and extended payment terms

What does it cover?

This Business-Critical Intervention is designed to help salespeople manage customer requests for concessions while maintaining long-term trust. Many organizations are facing customer demands for price cuts and extended payment terms. Yet even a 1% price concession across the board can lead to a 10% fall in net profit and cashflow. Equally, increasing days receivable from say 40 to 45 days can have a significant impact on your balance sheet. This intervention draws on three modules from our award-winning 3D Negotiating Client Value programme: