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Description
At the negotiation table, your opposition (core sales executives) have negotiated hundreds of contracts. These core salespeople generate tens of millions of dollars in profit every year for their company. Many financial institutions walk into these core meetings unarmed and leave hundreds of thousands or, sometimes, millions of dollars on the negotiation table. If you do not properly prepare, you will lose. Fortunately, there are tried and true tactics to secure favorable core agreements.
Webcast Attendees will learn:
- When should you meet with the core executive management?
- How can you avoid playing right into the hands of the core vendors?
- What vital pages from the core sales playbook can you use to strengthen your negotiation position?
- Which tactics in sales oriented movies are reality vs. Hollywood?
- When do financial institutions commonly step into bear traps?
Audience
This session is appropriate for Bank and Credit Union Executives who are responsible for Core Processing, Ancillary Systems, Back Office Management and Strategy groups.
Greg Schratwieser founded ICI Consulting, Inc. in 1994. ICI is a consulting firm that focuses on the Financial Industry. Greg offers ICI clients unique expertise based on his extensive work in the areas of Core Processing, Check Processing and Online Banking deployment. Greg Schratwieser has consulted with financial institutions and corporations throughout North America, Australia, Europe and Asia. He has given hundreds of speeches within these geographic markets and written dozens of industry articles. Before founding ICI Consulting, Greg Schratwieser was employed by Unisys and Prismac Systems Australia.
