This document provides a guide for negotiating with international prospects. It outlines different prospect personalities and common requests prospects make. The guide advises preparing in advance by defining requirements, drafting a distribution agreement, and establishing a selection process. It also recommends maintaining composure and sticking to policies during negotiations. Specific negotiation techniques like "the jab" and "the counterpunch" are presented to handle various prospect maneuvers. The overall goal is to earn exclusive rights and benefits, rather than give them away upfront, by following a structured process.
Culture Days National Congress 2014 - Wordpress 101Warren Wilansky
My very basic support slides for a presentation I did at the Culture Days National Congress 2014 in Winnipeg, MB. The focus of this presentation was to introduce Wordpress to an audience of beginners.
Aagami Corporate Presentation March 2024Aagami, Inc.
Aagami, Inc., is an Illinois based life sciences consulting firm offering,
1. Strategic Consulting
2. Out/In Licensing support
3. Partnership / Co- development support
4. Funding and Investment Advisory
5. Divestiture/ M&A
6. IP Licensing and Sale
7. Market Entry / Development Strategy
In brief, Aagami brings:
1. Deep Experience of overcoming business and socio-cultural differences of various countries/regions. Our partners have lived and worked in regions such as Japan, Spain, Germany, India, Colombia, apart from the US.
2. Extensive ‘C’ level network nurtured for over 21 years.
3. Global Deal making skills, honed for decades.
4. Partners having combined experience of 250+ years.
5. Supplementing bandwidth to save time, effort & cost.
110+ Bio Pharma clients globally have put their trust in Aagami (180+ assignments) since last 21 years.
The IndustryName and describe the market or industry that .docxoreo10
The IndustryName and describe the market or industry that you will work within—in other words, the chosen “sandbox” where you will play.For market or industry descriptions see the North American Industry Classification System (NAICS) at www.census.gov/naics or industries at a glance at http://www.bls.gov/bls/industry.htmTalk about any trends and changes in the industry.Talk about whether the industry is growing and, if so, by how much.
The ProductTalk about the product or service that you will sell.Talk about what sets the product or service apart from what is currently being sold to customers.Talk about any ways you can protect the product or service from being easily copied by the competition.Present any product pictures, drawings, or renderings you might have (on additional slides if necessary).
The MarketThe idea for a market study is to tell the “story of the market” in numbers starting with the big picture and then narrowing down the data to a more detailed view. Use as many slides as you need and don’t clutter the information.Talk specifically about where your customers are located. Are they within a city, county, state, region, nation, or international place? Maps are good to use here if it makes sense.Talk about the numbers of customers in the market and possibly even what they spend on your kind of products and services.Present any community profiles for these places. The Census Bureau is a great place to find such information at www.census.govIf you are targeting business customers look at the Economic Census at http://www.census.gov/econ/census02/ for help.
The Targeted CustomersTalk about your targeted customers. Remember, you can segment customers by type, buying behavior, location, and so on.Describe who they are by discussing some of the following things: (use multiple slides if needed)Demographics (characteristics they share in common)Buying Behavior (how and why they buy the product) Size (numbers of them / dollars they spend)Projected SalesTrends (growth / opportunities)
Target Market StrategyFor your targeted customers, talk about how you will customize your marketing efforts to fit their needs.Remember, if this group of customers is really unique then something about your strategy must be different.Talk about…The Message: What slogan or positioning statement will you use for this target market?The Pricing: Will the pricing have to be different for this type of customer? If so, what price will you charge?Product Customization: Will the product or service have to be customized for this customer?Distribution: Will the product get to this customer?
Target Market Sales ApproachTalk about your specific sales and promotional ideas for this target market which might include:Contact Sphere: What other businesses or professions might naturally refer this group of customers to your business?Advertising: What specific types of media will you use and at what cost?Public Relations: What kinds of media relati ...
Aagami, Inc., is an Illinois based life sciences consulting firm offering,
- Strategic Consulting
- Out/In Licensing support
- Partnership / Co- development support
- Funding and Investment Advisory
- Divestiture/ M&A
- IP Licensing and Sale
- Market Entry / Development Strategy
In brief, Aagami brings:
- Deep Experience of overcoming business and socio-cultural differences of various countries/regions. Our partners have lived and worked in regions such as Japan, Spain, Germany, India, Colombia, apart from the US
- Extensive ‘C’ level network nurtured for over 20 years
- Global Deal making skills, honed for decades
- Partners having combined experience of 250+ years
- Supplementing bandwidth to save time, effort & cost
108+ Bio Pharma clients globally have put their trust in Aagami (175+ assignments) since last 20 years.
Culture Days National Congress 2014 - Wordpress 101Warren Wilansky
My very basic support slides for a presentation I did at the Culture Days National Congress 2014 in Winnipeg, MB. The focus of this presentation was to introduce Wordpress to an audience of beginners.
Aagami Corporate Presentation March 2024Aagami, Inc.
Aagami, Inc., is an Illinois based life sciences consulting firm offering,
1. Strategic Consulting
2. Out/In Licensing support
3. Partnership / Co- development support
4. Funding and Investment Advisory
5. Divestiture/ M&A
6. IP Licensing and Sale
7. Market Entry / Development Strategy
In brief, Aagami brings:
1. Deep Experience of overcoming business and socio-cultural differences of various countries/regions. Our partners have lived and worked in regions such as Japan, Spain, Germany, India, Colombia, apart from the US.
2. Extensive ‘C’ level network nurtured for over 21 years.
3. Global Deal making skills, honed for decades.
4. Partners having combined experience of 250+ years.
5. Supplementing bandwidth to save time, effort & cost.
110+ Bio Pharma clients globally have put their trust in Aagami (180+ assignments) since last 21 years.
The IndustryName and describe the market or industry that .docxoreo10
The IndustryName and describe the market or industry that you will work within—in other words, the chosen “sandbox” where you will play.For market or industry descriptions see the North American Industry Classification System (NAICS) at www.census.gov/naics or industries at a glance at http://www.bls.gov/bls/industry.htmTalk about any trends and changes in the industry.Talk about whether the industry is growing and, if so, by how much.
The ProductTalk about the product or service that you will sell.Talk about what sets the product or service apart from what is currently being sold to customers.Talk about any ways you can protect the product or service from being easily copied by the competition.Present any product pictures, drawings, or renderings you might have (on additional slides if necessary).
The MarketThe idea for a market study is to tell the “story of the market” in numbers starting with the big picture and then narrowing down the data to a more detailed view. Use as many slides as you need and don’t clutter the information.Talk specifically about where your customers are located. Are they within a city, county, state, region, nation, or international place? Maps are good to use here if it makes sense.Talk about the numbers of customers in the market and possibly even what they spend on your kind of products and services.Present any community profiles for these places. The Census Bureau is a great place to find such information at www.census.govIf you are targeting business customers look at the Economic Census at http://www.census.gov/econ/census02/ for help.
The Targeted CustomersTalk about your targeted customers. Remember, you can segment customers by type, buying behavior, location, and so on.Describe who they are by discussing some of the following things: (use multiple slides if needed)Demographics (characteristics they share in common)Buying Behavior (how and why they buy the product) Size (numbers of them / dollars they spend)Projected SalesTrends (growth / opportunities)
Target Market StrategyFor your targeted customers, talk about how you will customize your marketing efforts to fit their needs.Remember, if this group of customers is really unique then something about your strategy must be different.Talk about…The Message: What slogan or positioning statement will you use for this target market?The Pricing: Will the pricing have to be different for this type of customer? If so, what price will you charge?Product Customization: Will the product or service have to be customized for this customer?Distribution: Will the product get to this customer?
Target Market Sales ApproachTalk about your specific sales and promotional ideas for this target market which might include:Contact Sphere: What other businesses or professions might naturally refer this group of customers to your business?Advertising: What specific types of media will you use and at what cost?Public Relations: What kinds of media relati ...
Aagami, Inc., is an Illinois based life sciences consulting firm offering,
- Strategic Consulting
- Out/In Licensing support
- Partnership / Co- development support
- Funding and Investment Advisory
- Divestiture/ M&A
- IP Licensing and Sale
- Market Entry / Development Strategy
In brief, Aagami brings:
- Deep Experience of overcoming business and socio-cultural differences of various countries/regions. Our partners have lived and worked in regions such as Japan, Spain, Germany, India, Colombia, apart from the US
- Extensive ‘C’ level network nurtured for over 20 years
- Global Deal making skills, honed for decades
- Partners having combined experience of 250+ years
- Supplementing bandwidth to save time, effort & cost
108+ Bio Pharma clients globally have put their trust in Aagami (175+ assignments) since last 20 years.
Government Contractors and Subcontractors: Anticipating Market Research in Yo...SpendLogic
Market research is an area of growing importance in government contracting. From source selection to price analysis to commercial item determinations, there are steps that subcontractors can take to ensure that their proposals withstand scrutiny. In this presentation we will discuss how market research applies to contractor and subcontractor proposals and some tips and tricks on developing proposals that simplify the process.
Primes and Contracting Officers alike struggle with scrutiny of purchase documentation. The purchases that are difficult to document typically end up at the bottom of the pile. By simplifying the process and providing data up-front, contractors will find that their purchase orders are awarded more quickly and with less scrutiny.
SpendLogic offers the world's first tool to automate Price Analysis, Source Justification, and Commercial Item Documentation for government Subs and Primes. Learn more at www.SpendLogic.com.
Use this comprehensive primer to simplify exporting, discover exportable products and services, and determine and select the best target market entry alternative while ensuring that you get paid. See the book on Amazon and learn more at www.raymondhopkins.net.
A guide to in-depth investor pitches by Elevate VenturesKelly Schwedland
I've sat through hundreds of investment presentations and listen to comments during and afterwards. We at Elevate also sat alongside Angel groups and had feedback from VC groups that have met with our companies. I'm not sure there can ever be a perfect pitch as different groups have a specific thesis. But we decided to take the learnings from those meetings and make sure that companies can articulate all of the key items that investors are looking for especially in an in-person presentation. (A little more in depth that the traditional pitch used to get investors interested in large group/ public formats)
The 2017 Scrip Awards are accepting entries.
For the last 12 years, the Scrip Awards has applauded the essential role the pharmaceutical, biotech and other allied industries play in improving healthcare, with trophies spanning the entire range of industry activities, from new drug launches and clinical trials, to innovative deals, outsourcing and fundraising.
This year we have an exciting new category to reward the successes of business development teams, whether they are from a pharma or biotech company or a cross-company team responsible for a specific deal or collaborative project.
The Scrip Awards has carved out a unique place in the industry calendar, with attendees coming far and wide to the prestigious ceremony, which this year will take place in the London Hilton on Park Lane in Mayfair on 29 November.
Our panel of 16 highly respected and independent experts from across the sector is waiting to judge the entries from the 16 categories in contention this year. Now is the time to prepare your entry and make sure you take your opportunity to shine.
Find out more information here http://www.scripawards.com/enter/
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Use these 7 Steps in your Logical Selling Process to establish trust & authority in your market and close more sales. The process is tested and proven; you only need to put it into practice to see real results. See more at our website: http://hdbusinessdevelopment.com
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Find out more information here http://www.scripawards.com/enter/
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Similar to The bare knuckles guide to negotiating with international prospects (20)
6. Prospects will ask for:
• Exclusive distribution rights for entire country or
more than one country.
• For all product lines.
• On a long term deal (5+ years).
• Deep discounts.
• Generous payment terms.
9. Do’s
1. Define in advance 3 elements
- Requirements
- Territorial exclusive rights
- Product lines exclusive rights
- Long term deals
- Discounts
- Special payment terms
10. Prospects will ask for:
• Exclusive distribution rights for entire country or
more than one country.
• For all product lines.
• On a long term deal (5+ years).
• Deep discounts.
• Generous payment terms.
They have to be EARNED!
11. They have to be EARNED!
Prospect wants: Candidate has to:
Exclusive distribution rights
for the entire country
Open retail store or assign sales rep to
every city with a population of more
than 500,000
Exclusive distribution rights
for all product lines
Assign a dedicated brand manager
Sales goals of $X per product line/year
Long term deal (5+ years)
Start with 3-year deal. If sales goals are
reached, agreement is extended X more
years
Deep discounts
Achieve X level of sales to access
volume discounts
Generous payment terms Prove creditworthiness during year
12. Do’s
1. Define in advance 3 elements
- Requirements
- Distribution agreement (special clauses)
The “first order” clause
13. Do’s
1. Define in advance 3 elements
- Requirements
- Distribution agreement (special clauses)
- Selection process
14. Selection Process
Rapid qualification:
Information Request Form
If information is provided:
Distributor Prospectus
Follow up:
Phone interviews
For qualified prospects:
Distributor Application
Selection
15. Do’s
1. Define in advance 3 elements
- Requirements
- Distribution agreement
- Selection process
2. Make these elements company policy
3. Keep calm and be assertive
17. Dont’s
1. Never give in to the prospects’ demands,
threats, charm, or promises
2. Never fall in the “first comer” trap
3. Never hurry or skip the selection process
20. The Jab
“I’m glad you are interested in distributing our
products in (country name). We have an
application and selection process for all
international prospects. This process ensures that
our company and potential distributors are a good
match for each other. This process is very simple.
The first step is…”
22. The Counterpunch
“I understand your excitement about becoming
our distributor. However, we have this application
and selection process to ensure our company
and your company’s goals are compatible. As a
matter of fact, every prospect goes through this
process because it is company policy. So, we can
start the process today by taking the first step,
which is…”
24. Training checklist
1. Distributor prospects come in different types and have
different agendas
2. They will request all kind of benefits upfront
3. Define the requirements to be your distributor
4. Define a distributor selection process
5. Make sure to have a distribution agreement in place
6. Special clauses will ensure best results
7. Master the defensive moves
8. Become skilful at using the jab and the counterpunch!
9. Never stop practicing and improving your skills
25. The Bare Knuckles
Guide to Negotiating
with International
Prospects
@TexasTrade
@AlbertoRBaez
Editor's Notes
Benefits of international distribution - New sources of revenues - Risk diversification - Market intelligence - Faster growth
