10 Ways to Make Key Account Negotiations a Success

Pricing expert Philip Daus shares 10 state-of-the-art negotiation tactics that key account managers can apply to get the best deals at the bargaining table.

Let’s start this article with a true story. Many years back, sat in the headquarters of a Fortune 500 company, I asked the head of strategic accounts about an upcoming deal with one of the world’s largest oil firms. Given we were discussing such a vital account, I expected them to walk me through their diligently prepared negotiation strategy. Instead, the regional sales director for the US was called in. “Hey, we have this annual price meeting. Call Jimmy and start planning.” It was the first time anyone had thought about preparing that negotiation.

Key account pricing is unique, with its own challenges. But, let’s be honest, most companies are not tremendously good at it…