Consulting
Working with Total Negotiation Group gives you more than a consultant. It delivers Commercial Transformation. Clients use our selling and negotiation expertise and senior commercial experience to create solutions to strategic challenges.
Total Negotiation Group approach
Our commercial experts work with you to set clear and realistic objectives, then provide input and challenge to create practical strategies. We then prepare sequenced and tested negotiation plans including contingencies to deliver great outcomes.
Discovery & Preparation
Growth & Strategy Building
Negotiation Planning
Implementation Support
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Contact us nowOur consulting expertise
Managing Retailer Change
As the retail landscape continues to evolve, retailers will lead and react to a wide range of factors including; the continued growth of discounters and online retailers, greater agility across omni-channel retailing, convenience formats succeeding and the ongoing presence of buying groups. The shopper/consumer response to the Covid-19 crisis has indicated that we should expect more change. From buying groups to mergers & acquisitions, our commercial experts will help you prepare, plan and practice to benefit in these commercial challenges. With extensive expertise in supporting clients, through these types of situation, we follow a proven methodology that ensures strategic alignment through your business, world class planning and ongoing coaching
Revenue Management
Our clients look to us to help them manage their customers for profit. We work with them to proactively manage the mix, develop more conditional trade terms agreements, improve accountability for costs, maximise promotional investment and effectively execute cost price increases. Revenue Management put simply, is a technique to optimise profitability by selling the right packs, in the right channels, to the right customers, at the right time, for the right price. In reality it is anything but simple and therefore absolutely critical for today's customer managers to be aware of the levers that they can pull. When done well they can significantly impact the profitability for both theirs and their customer's business.
Trade Terms
Supporting major businesses through complex trade terms change programmes is at the heart of our expertise. We work with management teams to design the most suitable planning and implementation strategies. We bring and expert lens and challenge to current thinking and work closely with the customer teams to navigate the most appropriate approaches across markets, channels and customers. We are well used to successfully implementing complex terms changes created by consultancies, leveraging our current market knowledge and experience supporting suppliers to work beneficially with retailers. It is essential to deliver tangible results, so we ensure the implementation is robust and well thought through to realise the expected benefits
Cost Price Increase
Annual cost price increases are now the norm. Total Negotiation has a proven 7 step process for the successful implementation of a cost price increase. Helping businesses to leverage the challenge of price increases. Price increases often feel like they are becoming harder, however they are necessary for suppliers to reflect changes in production and supply and they can be an opportunity to leverage the commercial relationship. We bring clear strategic thinking, a focus on alignment, scenario planning, capability build where needed and challenge and support to help deliver the value required. We pride ourselves on being as accountable as your teams. If you have cost price increases to pass on, please make contact and learn where we have successfully supported other businesses and find out how our approach may enable a smoother or a more successful outcome.
Consulting Testimonials
"Just wanted to say a huge thank you for really bringing to life the CPI workshop yesterday and today. The team really enjoyed it and were more engaged than I have seen them in the last 3 weeks. A great mix of practical and theory as is famous in a TN workshop, but I wasn’t sure could be delivered virtually. I did have great faith in you after we had the call but you absolutely exceeded my expectations (I loved the virtual breakout rooms!). I have thoroughly enjoyed the sessions and look forward to working with you on the upcoming CPI, it is really exciting to support the team through this."
UK & Ireland Sales Director
FMCG business
"The Total Negotiation Group was instrumental in supporting our journey in successfully transforming and elevating our JBP with one of our key strategic customers delivering on both our customers and our companies key metrics. The simple to use process, understanding of our internal requirements, industry knowledge and importance of internal/external alignment were key success factors. In addition, coaching and support during the entire process was critical in our ability to meet all stakeholders interests. The TNG team provide ongoing support, challenged our thinking and provided different perspectives in order to achieve a mutually beneficial partnership. In particular the ODE process provided the clear guidelines and confidence for the cross functional team to deliver the outstanding results."
Vice President, Customer Development
Top 5 FMCG, Canada
"Since partnering with Total Negotiation Group, we have gained confidence, up our game in negotiation, and now have the momentum to build mutual growth plans with our main retail partners. All this, while celebrating some wins along the way of what has been a very challenging year."
VP Sales & Marketing
Canada
"As Head of Sales Strategy for a leading Global FMCG manufacturer, our partnership with TNG and the Experienced Negotiator has delivered extremely strong results in the complex negotiations we have faced with several of our retail partners. This training transformed the mindset we had approaching negotiations and has allowed us to reset our trading history through better preparation, understanding of trading variables and balance of power. An additional benefit through this has been the internal alignment across O/D/E positions allowing our teams to react with speed with our customers. Our results in the first major negotiation delivered significantly above our annual plan and we continue to utilize the strategies and foundations put in place by TNG in this training. We have partnered with TNG in the following years to extend this training to 100% of our sales team to further extend the methodology and drive benefits on everyday negotiations."
Head of Sales Strategy
Global FMCG
"With plenty of suppliers ready to sell you their one size fits all programs, what has been great about working with TN is the flexibility they have shown in adapting their core programs to blend with our existing commercial courses. This gives them and therefore us a unique point of difference in creating tailor-made solutions without the hassle and cost of starting from scratch"
European Sales Capability Manager
FMCG business
"I have delivered CPI’s with previous businesses before but I have never felt so supported by a business and felt like I am so prepared as I am now. Through the TN framework we have been given, and the support from the facilitators, the senior management team, It has really helped my confidence. I normally dread a CPI and all the conversations that go with it. The practice, prep time & role plays has helped me to really focus on the best way to deliver the CPI. I really appreciate the support and believe this has also improved my skills as NAM so I want to say thank you."
National Account Manager
FMCG Business
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We are Total Negotiation Group
Whether you have a commercial challenge or want to find the best way to build your teams commercial capability, please get in touch.