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

cmc@CrollPS.com

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?