Several years ago we were working with Target Stores. They wanted to use our Retail Negotiation Series for their buyers. RNS is a two-day classroom program where we train up to 15 participants at a time.
Great! We thought, we would love to work with Target. Then they told us that they wanted to train RNS in one day not two and they wanted to train all 90 buyers at once! Ugh. How can we do that? We’ve never done that! But they insisted and we got to work. We did some homework and interviews with their buyer population. We designed a session that focused on the most important skills and strategies they needed and got it down to one day. Then we collaborated with the client around how to leverage our skill practice process to be even more engaging. We added ‘judges’ who observed the individual negotiation practices and gave points when RNS skills and strategies were demonstrated. The client chipped in several significant prizes to be awarded at the end of the day to those buyers with the best skill use and results. It was a real win-win for everyone. And it taught us that when clients are demanding and work collaboratively with us, we can meet any training challenge out there.