5:45 – “Can you suggest who is the best at B2B negotiation in Slovenia.” That was the SMS I received…well it was actually from previous evening, but it was the first thing I saw when I checked the phone in the morning.
And as usually the thinking in my head started to roll and the first thought was, if you run your sales process right, you don’t come to negotiation situation. And if objection handling is what you understand under negotiations than that is another story. So, I pick up the phone…
Create value
“A cost is what is left, when you take value out of the equation.” And when you start to negotiate about a cost factor, then you didn’t do your job. In consultancy final presentation is not selling a solution, it is confirmation of joint findings and recommendations. And if sales process is done properly, that is what a final presentation of a solution should look like.
Microsoft Catalyst
When we at BE-terna started to use Microsoft Catalyst methodology as part of our customer facing activities, there was so much internal talk about it’s design thinking approach, what are the activities included and how we should run interviews, workshops, … But the main difference between selling and using value identification approach, what Catalyst actually is (at least for me), is in its BVA (business value assessment) part that is a glue between what customer identify as their need, want and are able to prioritize and solution proposal that is created through envisioning and assessment part.
If you don’t know what is a value creation function, activity or process that you are going to either introduce or support in a better way and you don’t understand how it is creating value and you are not able to define exact metrics that is supporting your value definition, your investments will never be successful.
Do it right
Implementing new solution based on requirements coming out of old solution functionalities is like driving new car with automatic shifting and still changing the gears. And then complaining that the shift stick doesn’t feel right. On the other hand, looking for functionalities of a new solution and buying it because it looks good, without understanding the value you can create with it, is like driving the best stationary bike really fast to get somewhere.
The opening is the new closing…find your why in the business value… and then look for the solution based on “the right criteria” to get the best how. If you don’t find it, don’t do a project. And Catalyst can be either your compass or your mirror. To guide you or to show you a real picture. Both is ok. And if there is a trust on both sides in the process, then no negotiation is needed.
If you want to read more about Catalyst you can read about it on:
Everything you need to know about Microsoft Catalyst design thinking methodology! | BE-terna
