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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 you should meet with the core executive management
- How you can avoid playing right into the hands of the core vendors
- What vital pages from the core sales playbook you can use to strengthen your negotiation position
- When 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.
With over 40 years of experience in FinTech, Doug is uniquely positioned to understand what a FI wants from their technology vendors. He has led various sales efforts at core vendors including Finastra, Kirchman, Newtrend, and Phoenix International. In those roles, he worked with hundreds of banks and credit unions partnering to create winning relationships with their core providers. Doug has earned a reputation for honesty and integrity by not overpromising and always focusing on delivering a superior client experience.
