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Vantage Enterprise Learning
HBR Guide to Negotiating now in Paperback by Jeff Weiss.
HBR Video: Jeff Weiss Offers Tips and Advice on Negotiating
Vantage's Pricing Study highlighted in HBR's January 2015 Issue
Successfully challenging an incumbent requires a thorough understanding of the customer's underlying needs and concerns - which in turn requires persistence, patience, and open inquiry. In this article, we discuss three ways to help grow your market share by challenging a potential customer's existing provider/solution.
Organizations only have one chance to set up an alliance correctly. In order to avoid operating inefficiencies, conflict between partners, and ultimately the loss of value - be it through opportunity cost internally or in the marketplace - planning a systematic alliance launch process will help create alignment and avoid such difficulties.
Procurement is at an inflection point. For many leading companies, procurement has been transformed into a linchpin of enterprise strategy. Yet many remain trapped by outdated paradigms and struggle for influence within their companies. Here’s how organizations can reinvent the procurement function and put the past behind them.
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