It’s that time of the year again. Time to dust off the desk and put together the business strategy for 2017. How many of you are working at companies that develop a 100-page 3 or 5-year strategic plan that represents a future nirvana vision for your business? The end product is a glorious dream of […]
Using the Negotiating Matrix as a Tool in Working with Distributors
A tool such as the Negotiating Matrix is useful for any type of negotiation that involves compromise on the part of the negotiating parties to realize a desired outcome. An example of an application outside of M&A negotiations would be working with a distributor. These negotiations often are approached from a perspective of distrust of […]
Practical Uses for the Negotiating Matrix: Valuation
When navigating negotiations related to acquisitions, it is important to work toward a solution that is amenable to all parties. However, companies often find themselves “stuck” on certain factors such as valuation. The Negotiating Matrix offers a systematic approach that can help ensure your achievement of the best outcome without losing sight of your primary […]
Navigating Common Mistakes in a Negotiation
In the complex and dynamic world of mergers and acquisitions, strategic alliances and deal making, too often the parties in a negotiation waste time pursuing concessions the other party can’t give or chasing after deal points of limited value just because the other party is offering them. While there are many mistakes that can be […]
How Market Segmentation and Analysis Can Make or Break Your Launch
Market segmentation is a two-step marketing strategy that divides a broad target market into subsets of customers that have common needs, interests and priorities, and then designs and implements strategies and launch plans to target the customer segments that have been identified as desirable. Most companies recognize the value of market segmentation and analysis and […]