Training course: ‘Mastering commercial negotiation techniques’

Egis entrusted Forhom with preparing and delivering a two-day training course on mastering commercial negotiation techniques, the preliminary phase and defending bids.

The objectives of the training were as follows:

• Positioning commercial activity within the framework of the guidelines set by the commercial department and the Ethics and Compliance Department of the Egis Group.
• Understanding and grasping the various commercial negotiation techniques.
• Prepare for commercial exchanges: identify the essential questions depending on the type of commercial interaction.
• Practise preliminary commercial exchanges and contract negotiation – find the right approach.

The training course was structured around the following four sections:

• The commercial approach within Egis, the role of Key Account Managers (KAMs) and compliance within the group.
• How to prepare and structure a commercial meeting.
• Upstream negotiation: role-playing exercises consisting of conducting an exploratory meeting with a client.
• Presenting the offer: role-playing exercises consisting of presenting an offer and answering the client's questions.

Preparation and facilitation of two days of training for seven executives with commercial responsibilities within the Egis Group.