ESP Session 11-2014
- 2. The Art of Negotiation Negotiation at is Finest http://youtu.be/xjQ5OomkVpg
- 3. The Basics of Negotiation ļ Both sides benefit ļ Create a new better situation ļ Avoid Unfair deals ļ Win-win best deals ļ Negotiation can be learned & practiced
- 4. Negotiation Strategies Soft Negotiators ļ Avoid conflict at any cost ļ Usually donāt stand up for their best interests Hard Negotiators ā Win - Lose ļ Aggressive and competitive ļ May use threats of bluffs ļ Not trusting or trustworthy Win-Win Negotiators ļ Work towards the best outcome for all ļ Flexible, but can be firm when itās appropriate ļ Attack problems, not people
- 5. Interests vs. Position ļ Position is what you say you want: more money, faster turnaround, larger orders ļ Interests is what you actually need in order to be successful Donāt get in the trap of arguing your position and end up with not satisfy your interests
- 6. Stages of Negotiation ļ Setting an Agenda ļ Voicing Demands and Offers ļ Working to Minimize Differences ļ Closing the Deal
- 7. Overcoming Problems ļ¬ Manipulative behavior ļ¬ Listen ļ¬ Be in other personās shoes ļ¬ Stressful, slow down & regroup ļ¬ Donāt make decisions on the spot ļ¬ Ok to walk away
- 8. D & I ļ Dominance: Direct & Decisive. D's are strong-willed, strong-minded people who like accepting challenges, taking action, and getting immediate results ļ Influence: Optimistic & Outgoing. I's are "people people" who like participating on teams, sharing ideas, and energizing and entertaining others
- 9. S & C ļ Steadiness: Sympathetic & Cooperative. S's are helpful people who like working behind the scenes, performing in consistent and predictable ways, and are good listeners ļ Conscientiousness: Concerned & Correct. C's value quality and like planning ahead, employing systematic approaches, and checking and re-checking for accuracy
- 11. http://www.resourcesunlimited.com/shop/Di SC_Classic_Profile_Online.asp DISC Profiles and Resources
- 12. Some Reasons to Grow Your Business ļ¬ Increasing profits ļ¬ Gaining or maintaining market share ļ¬ Getting volume discounts ļ¬ Targeting new customer segments ļ¬ Better serve the customer (through new location, new products, lower prices, etc.)
- 13. Uncontrolled growth is deadly to your business
- 14. Pitfalls of Unmanaged Growth ļ Short-term growth ļ Maintain quality ļ Low employee morale ļ High turnover ļ Loss of customer loyalty ļ Cash crunch & bankruptcy ļ Inefficient use of resources ļ Stress and burnout ļ Loss of profitability
- 15. Cash is Review the biggest drains on cash flow
- 16. Why Lean Office? Why a Lean Office? ļ 60%-80% of costs are administrative costs ļ Allows work to be released accurately ļ Payment received faster ļ Improves morale ļ Improves productivity ļ Improves bottom line
- 17. Understanding Waste Waste: anything that adds cost or time without adding value
- 18. Croll Productive Synergy Organizational Chart CEO Cynthia Marsh- Croll Marketing Marketing Plan Development Advertising New Product Development Sales Networking & Prospecting Data collection & Pitching clients Accounting & Finance Financial Forecasting & Tax Planning AP & AR Operations & Development Customer Fullfillment Customer Problems IT Tecnical Suppot & Cloud Support Cloud & Server maintenance & Support Legal Contract Development New Product protection Administration Database Management Document Management Scheduling Blue ā Outsourced to outside service Pink ā Certain tasks or processes outsourced and some functions in house Clear ā all functions in house Croll Productive Synergy Organizational Chart
- 19. Value Stream Map The visual representation of the processes (work units and information) required to meet customer demand
- 20. Takt Time Takt Time - the time which synchronizes work or service required to customer demand Takt time = Total Daily Available Time Total Daily Work or Service Requirement
- 22. Scanners
- 23. Sales & Contact Management ļ Tracking ļ Scheduling ļ Converting to Customer ļ Follow up ļ Quality Control ļ Marketing ļ Auto Responders ļ Sales training ļ Reports
- 24. Contact Management Selection ļ Have a list of requirements & criteria ļ Priority order ļ Must Have and Like to Have ļ Do the online demo for each ļ Take a test drive
- 27. Contact Management Software KLPZ ā Prospecting Tool www.contactscience.co m/ Oprius ā Free Contact Manager http://www.oprius.com/ Goldmine - CRM http://goldmine.com/ eSalesTrack - CRM http://www.esalestrack.co m/ ACT! ā CRM http://www.act.com/ ZOHO ā Free CRM http://www.zoho.com Sugar ā Free CRM http://www.sugarcrm.com/cr m/ vTiger ā Free CRM http://www.vtiger.com/ FreeCRM http://www.freecrm.com/ SalesJunction ā CRM http://www.salesjunction.co m/
- 28. Bookkeeping ļ Financial Health ļ Cash Flow Analysis ļ Budget ļ Analysis ļ Monthly, Quarterly, Yearly ļ Reduced Accountant Fees ļ Delegate ļ QuickBooks ļ Peachtree ļ FreshBooks
- 29. Which One Will be You?
- 31. Case Study on Growth ā¢ Break into groups of 4 ā¢ Read the Herbal Essence Case Study ā¢ What do you do in the next 30 days?