The French BU's general manager of the publicly traded foreign company exploiting a world known brand of consumer goods asked us to assist his sales team during two months to prepare a strategic negotiation with their main distributor.

The mission

We designed a presentation supporting the negotiation; lead and/or presented the marketing and sales analysis; brought a permanent challenge on the negotiation strategy during the two months before the actual meeting.

The main difficulty

To reconcile the middle and long term objectives and the tactical constraints brought by the ongoing commercial negotiations.

The team

A consultant-entrepreneur (HEC option entrepreneurs, 3 years of experience) undertook this project along with the sales director. The consultant and client benefited from the coaching of a WMI partner and from the frequent challenge of a WMI managing director until the day of the actual negotiation.