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Securing a commitment to meet

If there is one material outcome required in the RELATIONSHIP PHASE, it is securing the commitment to meet to start the negotiation.  This PRINCIPLE offers strategies for ‘maintaining the dialogue’ advantage and addressing the managing customer size delusion of David vs Goliath. Then this PRINCIPLE summarises your required position for moving onto the next Phase of the negotiation process.

There are 4 strategies for this principle.

Secure commitment to meet.
The key objective of the ‘front end’ RELATIONSHIP development is to obtain a commitment from the customer that they will meet again with you/your organisation, to commence discussions and the negotiation process. By having a relatively established...

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