Challenge
A finance and asset management company had not raised prices in more than a decade. They had remained flat or even declined while account managers focused almost exclusively on maintaining strong client relationships.
Lacking strong negotiation skills and confidence, they feared that pushing for price increases would damage the trust they had built over many years.
Approach
We partnered with the client to design a comprehensive price increase approach, supported by a practical sales negotiation toolbox. To prepare KAMs for real client discussions, we developed an intensive negotiation training: a virtual kick off with preparation work, a two day bootcamp with role plays and expert feedback, post webinars to reflect on real negotiation experiences, and one on one coaching sessions before major price conversations.
Results
The results exceeded expectations. The company achieved an average price increase of 13%, far above the original 8% target while maintaining strong client relationships throughout. KAMs and their managers reported high satisfaction with both the learning journey and the business outcomes, highlighting the boost in confidence and skill as a key success factor though our sales negotiation training.
What really moved the needle: a structured, practice based sales negotiation training that equipped KAMs to defend value, conduct price conversations confidently, and achieve significant commercial impact without compromising customer trust.
