Problem Solving › Sales
Il cliente da un terzo del fatturato chiede l'esclusiva · Sales · Beginner
Your main client, 32% of revenue, proposes a three-year contract with guaranteed volumes and a 20% order increase, but demands territorial exclusivity: you would have to drop four smaller clients in the same area, today 9% of revenue but growing, one of which could become as big as him within three years. Refusing exclusivity almost certainly means losing the renewal tender, where the competitor has offered to accept it. You have two weeks. How do you structure the decision and the negotiation?
Il tuo cliente principale, il 32% del fatturato, propone un contratto triennale con volumi garantiti e un aumento del 20% degli ordini, ma pretende l'esclusiva di zona: dovresti abbandonare quattro clienti minori nella stessa area, oggi il 9% del fatturato ma in crescita, uno dei quali potrebbe diventare grande quanto lui in tre anni. Rifiutare l'esclusiva significa quasi certamente perdere la gara di rinnovo, dove il concorrente si è offerto di accettarla. Hai due settimane. Come imposti la decisione e la trattativa?
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