Eres un consultor que negocia un contrato. ¿Qué necesitas saber para conseguir la mejor oferta?

En amont d’un rendez vous commercial, il est impératif de connaître l’univers dans lequel vous évoluez, tant d’un point de vue interne (CA, Volume, Taux Marge, type de clientele, et ) qu’externe avec la connaissance parfaite du marché sur lequel vous êtes acteur. Sans une connaissance approfondie, la prise de décision peut vite devenir complexe.

Create a "value portfolio" that showcases your past successes, unique skills, and testimonials from previous clients. Use this portfolio to remind yourself of the value you bring to the table and to articulate your worth during negotiations. Research industry standards for consultancy fees and ensure your rates are competitive but reflective of your experience and expertise.

Conduct in-depth research to understand your client's business, industry challenges, and specific needs. Use this knowledge to position your services as solutions to their unique problems. Engaging in open-ended conversations with your client can also reveal their priorities and constraints, which can be invaluable in negotiations.

Draft a clear, detailed proposal that outlines the scope of work, including deliverables, timelines, and any assumptions. This document should serve as a foundation for negotiations, ensuring both parties have a shared understanding of the project's extent and limitations. Be prepared to discuss and adjust this scope based on the negotiation process.

Il est essentiel dans une négociation commerciale de bien connaître son interlocuteur partenaire. Il ne faut jamais perdre de vue que votre entreprise a besoin des fournisseurs et vis versa. Le plus important est d’avoir travaillé son dossier en amont et de se fixer des objectifs précis et atteignable. Dans le cas contraire, vous pouvez mettre en péril l’ensemble de votre négociation avant même de démarrer les échanges.

Approach negotiations with a collaborative mindset, aiming for a win-win outcome. Prepare a list of negotiable items and know your non-negotiables. Use strategic concessions to secure terms that are important to you, such as payment schedules, project timelines, or specific clauses that protect your interests.

Before finalizing the deal, thoroughly review the contract with a fine-tooth comb or consider hiring a legal expert to do so. Pay special attention to clauses related to payment terms, confidentiality, intellectual property rights, and termination conditions. Ensure that the contract reflects all agreed-upon terms and conditions.

Il est essentiel de maintenir toute l’année une bonne relation commerciale basée sur l’échange. Réaliser des rendez-vous réguliers, des points chiffres, offres, opérations commerciales dans l’optique de développer le potentiel commercial des sociétés.

Establishing a positive, professional relationship with your client from the outset can facilitate smoother negotiations. Communicate openly, set clear expectations, and be responsive to your client's concerns. Building trust and rapport can not only aid in the current negotiation but also pave the way for future collaboration.