esp session 11-2014
TRANSCRIPT
Your Business Future
The Art of Negotiation
Negotiation at is Finest
http://youtu.be/xjQ5OomkVpg
The Basics of Negotiation
Both sides benefit
Create a new better situation
Avoid Unfair deals
Win-win best deals
Negotiation can be learned & practiced
Negotiation Strategies
Soft Negotiators
Avoid conflict at any cost
Usually don’t stand up for their best interests
Hard Negotiators – Win - Lose
Aggressive and competitive
May use threats of bluffs
Not trusting or trustworthy
Win-Win Negotiators
Work towards the best outcome for all
Flexible, but can be firm when it’s appropriate
Attack problems, not people
Interests vs. Position
Position is what you say you want: more money, faster turnaround, larger orders
Interests is what you actually need in order to be successful
Don’t get in the trap of arguing
your position and end up with
not satisfy your interests
Stages of Negotiation
Setting an Agenda
Voicing Demands and Offers
Working to Minimize Differences
Closing the Deal
Overcoming Problems
Manipulative behavior
Listen
Be in other person’s shoes
Stressful, slow down & regroup
Don’t make decisions on the spot
Ok to walk away
D & I
Dominance: Direct & Decisive. D's are strong-willed, strong-minded people who like accepting challenges, taking action, and getting immediate results
Influence: Optimistic & Outgoing. I's are "people people" who like participating on teams, sharing ideas, and energizing and entertaining others
S & C
Steadiness: Sympathetic & Cooperative. S's
are helpful people who like working behind
the scenes, performing in consistent and
predictable ways, and are good listeners
Conscientiousness: Concerned & Correct.
C's value quality and like planning ahead,
employing systematic approaches, and
checking and re-checking for accuracy
Examples
http://youtu.be/UEpfFN7JAvc
http://youtu.be/zHPlWSzHEEY
http://youtu.be/RcKfn3FJNEo
http://youtu.be/KFnoAQp6lSo
http://www.resourcesunlimited.com/shop/Di
SC_Classic_Profile_Online.asp
DISC Profiles and Resources
Some Reasons to Grow Your Business
Increasing profits
Gaining or maintaining market share
Getting volume discounts
Targeting new customer segments
Better serve the customer (through new location, new products, lower prices, etc.)
Uncontrolled growth is deadly to your business
Pitfalls of Unmanaged Growth
Short-term growth
Maintain quality
Low employee morale
High turnover
Loss of customer loyalty
Cash crunch & bankruptcy
Inefficient use of resources
Stress and burnout
Loss of profitability
Cash
is
Review the biggest drains on
cash flow
Why Lean Office?
Why a Lean Office?
60%-80% of costs are administrative costs
Allows work to be released accurately
Payment received faster
Improves morale
Improves productivity
Improves bottom line
Understanding Waste
Waste: anything that adds cost or time
without adding value
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 – Outsourced to outside service
Pink – Certain tasks or processes outsourced and some functions in
house
Clear – all functions in house
Croll Productive Synergy Organizational Chart
Value Stream Map
The visual representation of the processes (work units and information) required to meet customer demand
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
Automation Through
Technology
Scanners
Sales & Contact Management
Tracking
Scheduling
Converting to Customer
Follow up
Quality Control
Marketing
Auto Responders
Sales training
Reports
Contact Management Selection
Have a list of requirements & criteria
Priority order
Must Have and Like to Have
Do the online demo for each
Take a test drive
Contact Management Software
KLPZ – Prospecting Tool www.contactscience.com/
Oprius – Free Contact Manager
http://www.oprius.com/
Goldmine - CRM http://goldmine.com/
eSalesTrack - CRMhttp://www.esalestrack.co
m/
ACT! – CRM http://www.act.com/
ZOHO – Free CRMhttp://www.zoho.com
Sugar – Free CRMhttp://www.sugarcrm.com/cr
m/
vTiger – Free CRMhttp://www.vtiger.com/
FreeCRMhttp://www.freecrm.com/
SalesJunction – CRMhttp://www.salesjunction.co
m/
Bookkeeping
Financial Health
Cash Flow Analysis
Budget
Analysis
Monthly, Quarterly,
Yearly
Reduced Accountant
Fees
Delegate
QuickBooks
Peachtree
FreshBooks
Which One Will be You?
QUESTIONS
Cynthia Marsh-Croll
ProductiveSynergy.biz
845-649-2778
Case Study on Growth
• Break into groups of 4
• Read the Herbal Essence Case Study
• What do you do in the next 30 days?