Case Studies

Challenge

Managing Director of advertising agency Vivid Communications, Chris Miller, approached Natural Training to help his Account Managers with their negotiation skills. A considerable part of the Vivid business is based on high volume account servicing with tight revenue margins. The Vivid challenge is always to try and protect and enhance revenues, and it is up to their people on the ground - account executives, managers, production and creatives – to drive down prices when dealing with the media and other suppliers. Most of Vivid’s people had never received any formal guidance in relation to negotiating.

Solution

“In late 2007 we chose Natural Training to do a one day negotiation skills workshop with a select team of five of our people, with a follow up day a month later. Natural Training took them through a range of fresh concepts and thinking when it came to negotiating the best deal, backed up by a series of activities and exercises to practice their new skills.”

Result

“The team returned to the office absolutely buzzing after an enjoyable, interactive day of training. Since the training I have really noticed the difference. We are getting more spot buys, better positioning in the press, achieving bulk buying discounts and not accepting the first price offered by photographers and various other suppliers. The training has more than paid for itself. A resounding success.”
Chris Miller, Director

"Excellent, addressed any concerns I had on negotiating techniques."
Jo Kent, Account Manager