Client Case Study
Situation
With over $5 billion in annual revenues, Ryder is a world leader in supply chain and transportation management solutions. The company’s 30,000 employees work with clients in three primarily business segments:
The company completed a multi-year restructuring program that resulted in a more streamlined approach to every facet of its business.
Complications
Operating in a highly competitive market, the company’s organizational focus after the restructuring was growing top line sales, growing margin (particularly on national deals) and increasing customer retention.
A formal Negotiation Needs Analysis identified the following issues that impact Ryder’s ability to achieve their business goals:
Approach
In order to address these key issues, we recommended to Ryder that rather than just run a series of training events, it implement a cross-functional, organization-wide Negotiation Solution.
Focusing on the “big picture” business results that Ryder was looking to achieve, the Ryder negotiation strategy was developed by gathering key representatives from the Executive Team, Sales Management, National Account Sales, Legal, Pricing, Human Resources, Finance and Marketing. The first step was to identify and agree on what measurable results would signify a successful initiative, and then develop the key actions to produce those results that included:
Approach (cont)
Results
In twelve months:
Explore real world results for clients like you striving to create higher performance