Always negotiate price last

The temptation to negotiate price is big, but after more than 20 years and hundreds of project proposals, we’ve learned that it is a cardinal mistake to negotiate price too early in the sales process.

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The introduction sets the tone

We were invited to make a presentation at an industry conference. We arrived in advance and checked in. Then, we were instructed to see the host, who would be introducing us onstage.

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Never present “new” ideas

We were working in the food and beverage area at a beautiful Ritz-Carlton resort. It was an important meeting: we were presenting method changes that had been developed with the help of the leaders of the stewarding and banquet areas.

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The danger of assumptions

One of our senior partners once had a sales meeting with an executive for a company headquartered in London, England. The executive had a beautiful office with a stunning view of Trafalgar Square.

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Don’t forget the actual workers

Lesson Learned #36 We were working for a company that made aircraft landing gear (actually the company legacy included making landing gear for Apollo space missions). One of our consultants was working

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What do you do with a “variance”?

Lesson Learned #35 When Six Sigma arrived on the management scene many years ago, it caused quite a lot of confusion for both us and our prospective clients. How is Carpedia different from

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Don’t feed the pigs

Lesson Learned #34 Several years ago we worked in a factory that produced cookies and crackers, along with various other sweet and salty treats. Production scrap was sold off to local farmers and

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