A market-leading branded chilled foods company had experienced unprecedented cost inflation and the business needed an 8% increase in costs from all of their customers. The client's objective was to negotiate successfully the increase in cost without affecting their relationship with the customers and joint business plans.
WHAT WE DID
Fresh Perspective provided a range of services that included bespoke negotiation skills training specifically for cost inflation and one-to-one support for the individuals throughout the process.
The outcome was that each account manager had a clear negotiation plan to obtain the required price increase and questions and answers to overcome the buyers' challenges. The cost inflation recovery target for the business was exceeded and the sales team had built greater confidence and knowledge and had a process for negotiating cost increases.