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Prior to commencing any negotiation, it is important to know what you may and may not commit to.
To develop skills in negotiating, consider using Negotiation Training Course delivered by pdtraining in Melbourne, Canberra, Adelaide and other cities in Australia.
If you are a seller, you need to know what your organisation’s WAP (walk away price) is, regardless of subsidiary terms and conditions.
If your walk away price is lower than the buyer’s, there is room for negotiation. If not, there will be no deal.
Remember, what you agree to in the negotiation will be reflected in subsequent legal paperwork, so you must be certain that your organisation can deliver.
Training in how to negotiate is critical in assisting you to determine your negotiating partner’s absolute limits (such as WAP).
Negotiation training will be of great assistance to help you work out what areas of another company’s offerings may be subject to flexibility (open to negotiation), and which are fixed (absolute limit).
An expert negotiator ensures that all parties leave the room feeling happy with the outcome.
In sport, there is only win-lose.
The Expert negotiator aims to secure a Win-Win.
Pdtraining delivers 1000’s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Negotiation Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.
| From: | [email protected] |
| Sent: | Monday, 21 June 2010 3:54:31 PM |
| To: | Lawrence Howard ([email protected]) |
Hi Lawrence,
Vikki can sometimes be a little less than instantly helpful, especially if she doesn’t know the answers to your questions.
VPS was charging $197/hour (Inc 10% GST[VAT]). A normal Pro install/ training was 2 x 1.5 hour sessions, so a touch under $600. Training was generally done on an individual basis. A travel cost would be levied for out-of-town sessions. As we will no longer have the vocabs to sell, I would probably add an hour to the first session for on-site vocbuild, so a total of around $790.00 per user.
I rarely discounted software or services, occasionally a vocab or a mic upgrade.
Mining and power – a few isolated small sales, ones and twos rather than department/officewide deployments. While they do run all the normal functions of any other business, my gut feel is that they are more likely to deal with expansion through headcount and/or outsourcing rather than tech change and process redesign. Additionally, they are probably being targeted by just about everyone right now, and it may be difficult to get any attention with things like a mailshot/fax shot/calling campaign, unless you have something really innovative in mind.
If we are looking for the low-hanging fruit, I would suggest possibly barristers, small medical practices and boutique (small) law firms:- those have faster decision rates, and it is often possible to speak with someone who can make a decision without going through a 3 month cycle of getting past the gatekeepers.
Re: lists, there are plenty of list brokers around. I have attached a legal stats sheet from one of them at random. There are more to be found at this link:
http://www.google.com.au/#hl=en&q=mailling+lists+australia&aq=&aqi=&aql=&oq=mailling+lists+australia&gs_rfai=&fp=b5e480d56b50cf90
Concerning the VPS database, I do not have access to it anymore. The servers were already turned off brfore I was notified of the liquidation. Most of the country was selling 12 months support in advance for $88, though I was charging $149. Given that payment was made in advance, I think there is little possibility of immediate revenue from Support, even if we had the database.
AusTrade is the Government body responsible for gaining Inward Investment into Aus:
http://www.austrade.gov.au/Invest/Investment-Specialists/How-Austrade-can-help/default.aspx
Local (London) contacts:
http://www.austrade.gov.au/Austrade-s-offices-in-the-United-Kingdom/default.aspx
I have done some rough figures on calling costs, working on a 1% hit rate for securing a demo time from a cold call (does not include cost of the list). This is based on calling from Manila. Obviously, if the calling is done from here, costs will be higher (local landline connection cost is 24c, as opposed to 6.5c, including staff time, from there).
| Per Connected Call | Per Dem appointment | |
| $0.065 | $14.70 | |
| Conversion rate from appointment: | 0.7 | |
| Calling cost per sale (projected) = | $27.50 |
Calling cost per sale is calculated on (100 x connection cost + fee for securing a demo)/0.7. I will need to check that the guys in Manila will be ok to work on this model, but it is a starting point at least.
If there is anything else I can do to assist, just let me know!
Kind regards,
Greg
Subject: FW: Catch up [Scanned]
Date: Fri, 18 Jun 2010 22:48:43 +0100
From: [email protected]
To: [email protected]
- What is the market rate $ for training and do you normally sell full or half days.
- Do you normally sell software at retail price or is it normally discounted and if so by how much
- Have you previously sold into the power and mining industries – if so what sort of size deals would you typically sell and how long is the sales cycle. If you haven’t previously sold to this market, do you know of anyone who has or do you have a gut feeling as to what might be achievable.
- If we targeted legal firms, power and mining or hospitals, where would we go to buy a mailing list so that we can market to those firms in Brisbane. If you know of any good sources I can then get prices from them.
- If we were to target hospitals in the Brisbane area has this already been exhausted by VoicePerfect.
- Are there any old clients that you have dealt with that you could re-establish a relationship with and turn into sales or clients that you were dealing with that are still live and ready to buy.
- Do any of VoicePerfect’s clients have ongoing support contracts that we could contact and get some immediate revenue from.
From: Lawrence Howard
Sent: 15 June 2010 10:33
To: ‘greg Talk’
Subject: RE: Catch up
From: greg Talk [mailto:[email protected]]
Sent: 14 June 2010 16:57
To: Lawrence Howard
Subject: RE: Catch up [Scanned]
Thank you for your kind words, and for remembering me fondly. It is good to know that mutual friendship and respect endure, even without regular correspondence.
If not for the need to stay close to my boys, I would pack my suitcase and head right over to manage a couple of your sales teams for you, and update the rest in solution selling in the corporate environment — we could really start a whole new arm to your company. I have grown considerably in capability and experience since we last interacted closely.
As for the possibility of you employing me here in Brisbane, it would be great to be able to stay in an industry I passionately believe in, and to work for somebody I already know, like and trust, as long as the figures, projections and admin all look viable.
In terms of my capabilities to run a partially independent business unit, my own Philippine company’s first job margin (after some infrastructure costs) looks like being 20-22%, depending on exchange rates in 32 days (only 6 staff, 4 of whom worked part-time, but still, normal project planning/costing, software sourcing, procedure creation, etc, etc had to be done). I had no external assistance or consultant involved, I created all the project documentation and procedures myself, with assistance from my very talented, but part-time Operations Manager. As far as I have been able to determine, this is the most high-tech worker survey ever carried out globally. There is no referral like actual success!
The Australian economy avoided the worst of the GFC, and is improving rapidly (refer current AUD:GBP rates vs 5 or 10 year averages), mainly being led by the resources sector. Areas of rapid growth: Power, mining (? depending on political events), finance (picking up). The area of greatest governmental focus relevant to us is health care (primary, secondary and tertiary care, including a fairly large focus on mental health, and regional primary care). be aware that while active, there is not the same level of focus on the
The legal mailshot was done on paper, by post/DX. I believe it was targeted correctly. It was sent in full colour and used a message of fast, easy operation, coupled with low cost. It might be worth trying something like a banner headline of “Promote your admin staff, reduce costs and increase billable hours” and following on with “your secretary can become your Executive Assistant, and with no typing, you can both spend more time focusing on clients and billable events” — something like that.
We can also have a go with your previously successful primary care campaigns/techniques, as not too many organisations (other than drug companies) focus on primary care here.
If you want me to relocate to the UK, that may be a possibility, depending on my Ex’s reaction, and whether or not her Queensland University of Technology credits (towards a radiographer’s quals) will be recognised. I hold an European passport and have British citizenship, so there are no visa issues. Her sister lives in the UK already. I will not relocate without my boys, so if she (Kath, my Ex) refuses, then the only option is whatever we can arrange here in Australia..
Anyhow Lawrence, I have attached my Resume, and I will enjoy working with (for) you, if the opportunity arises. Please excuse the fact that I have not done a custom cover letter, but you already know my capabilities.
Warm regards,
Greg
Hi Greg,
Lawrence Howard
Managing Director
Hands Free Computing Ltd
Enterprise House, Old London Road, Hickstead, West Sussex, RH17 5LZ
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e-mail: [email protected] Website: www.hands-free.co.uk
Registered in England and Wales – Company Number: 03415976 – Registered Address: Enterprise House, Old London Road, Hickstead, West Sussex, RH17 5LZ
This message is intended only for the use of the individual or entity to which it is addressed and may contain information that is privileged, confidential and exempt from disclosure. If the reader of this message is not the intended recipient, or an employee or agent responsible for delivering the message to the intended recipient, you are hereby notified that any dissemination, distribution or copying of this communication is strictly prohibited. If you have received this communication in error, please accept our apology and delete this email and any attachments from your systems. We would be obliged if you would telephone the sender on the above number or email them by return. Thank you. Any opinions or views presented are solely those of the author and do not necessarily represent those of Hands Free Computing Ltd. Hands Free Computing Ltd. may monitor email traffic data and also the content of emails sent and received via its network for the purposes of ensuring compliaprior to entering any negotiation, it is important to know what you may and may not commit to.
if you are a seller, you need to know what your organisation’s WAP (walk away price) is, regardless of subsidiary terms and conditions.
if your walk away price is lower than the buyer’s, there is room for negotiation. If not, there will be no deal. Remember, what you agree to in the negotiation will be reflected in subsequent legal paperwork, so you must be certain that your organisation can deliver.
Training in how to negotiate is critical in assisting you to determine your negotiating partner’s absolute limits (such as WAP). Negotiation training will be of great assistance to help you work out what areas of another company’s offerings may be subject to flexibility (open to negotiation), and which are fixed (absolute limit).
An expert negotiator ensures that all parties leave the room feeling happy with the outcome.
In sport, there is only win-lose. The Expert negotiator aims to secure a Win-Win.nce with its security and staff training policies.
This is a great article- negotiation is definitely meant to be a win-win situation, otherwise you may get the deal this time but the other party will be left feeling hard done by and will not want to do business with you again. It was a short term gain but you have lost the chance to get their future business
Fiona
BeChallenged