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Posted 13 Apr, 2017

As part of our advisory work with a Financial Services client, a Sales team was having issues building the confidence of the sales director to hold on price in a negotiation with a large and important customer.  During a coaching call with Holden Advisors, the team discussed the imperative for the company to not negotiate away their margin knowing the client was playing poker.   The team laid out an action plan that prepared them for the conversation with the customer.  The customer accepted the terms and the net revenue from that customer increased more than $65 million over the term of the contract.

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