The Connor Consultancy - "We see things differently"
Case Study
Training & Development
The Business Objectives
IPC media are part of Time Warner and publish over 90 well known magazines including Marie Claire, Country Life, NME etc. IPC were conscious that the editors were spending a lot of the company's money in negotiating deals with the agents of showbiz stars for exclusive rights, without understanding whether they had negotiated the best commercial deal. IPC media needed a bespoke and interactive negotiation skills workshop to arm editors with all the tools and tactics they need in the negotiation process.
The Business Issues
Due to the fact that the editors, who all come from journalistic backgrounds, were negotiating with the agents of the stars who are hardened sales professionals, they were at a considerable disadvantage in the negotiation process and the training experience needed to raise their awareness of the 'sales tactics' being used against them and give them tools and strategies to level the playing field.
It was vital that the training experience was bespoke for IPC, written in their language and consistent with their culture.
Project Tasks included:
- Meeting with the editors to understand their challenges and to ensure the training is written in their language and consistent with their culture.
- Designing and delivering a series of bespoke and interactive workshops pitched at an appropriate level.
- Linking these learning's back into their day to day jobs, with follow up one-on-one coaching.
The Business Outcomes
- The editors' traditional approach of paying what the other party tells them to pay has disappeared as has their fear of negotiating.
- The editors have a strategy to address and mitigate the sales tactics that were being used on them.
- The editors have the tools (and are using them!) to plan complex negotiations rather than just 'winging it'.
- The editors' are able to gauge what a good commercial deal is for the organisation.
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Related Links
- Delivering a culture of performance
- Executive Coaching
- Mergers & Acquisitions
- Performance Management
- Training & Development
- Performance Profile
