Negotiating Great B2B Deals
My name is Steve Thompson, and I am delighted to be your instructor for this course! To help you understand where I am coming from, a little bit about me. I am an expert in getting B2B deals done while maximizing the value to both parties. For over 20 years, I have personally coached thousands of B2B deals worth well over $17 billion – for both B2B selling and buying organizations. My diverse clientele represents dozens of industries and businesses from the Fortune 500 to technology startups. Clients have sent me to work in every major business center around the globe. When I receive a call from a client, it is almost assuredly a “must-win” deal that is in trouble – and it’s my job to help salvage this deal.
Helping clients understand what “value” really means to them, their key customers / suppliers and their businesses, is my passion! Having the unique perspective of participating in large B2B deals from both sides of the table, I am frequently amazed (and sometimes frustrated) by the question “Why do so many buyers and sellers routinely settle for low value deals or fail to reach an agreement?” This is especially true when there is tremendous value for one side (or both parties) that is not even brought into the selling or buying discussion – or arguably worse, is lost during the negotiation.
I have previously worked in senior operations, sales and executive management at Westinghouse, Black & Decker and DuPont. I've started several businesses, one of which was a family owned bottled water company that was sold to the largest Japanese beverage company. I also served as a Nuclear Submarine Officer in the U.S. Navy right after college. I hold a BS in Chemistry from Georgia Tech and an MBA from the Kellogg School of Business at Northwestern University.