Workshop: Entrepreneurs Selling to Global Goliaths

Details

March 16, 2012

7:30 am – 9:30 am

Join a panel discussion with experts in purchasing, private equity, investment banking and consulting and who hail from companies including IBM, Q Investors, Rudi's Bakery, and others. Materials and continental breakfast is provided. Space is limited; please register to attend.

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In this panel discussion with breakout sessions, you’ll learn to maximize joint mutual gain and neutralize hard bargaining and ineffective tactics.

Materials and continental breakfast is provided. Space is limited; please register to attend.

Topics include
• Common issues small companies face with global master service agreements
• Meeting preparation with large customers, competitive intelligence, market differentiation
• Taking a global company perspective
• Working with Procurement to close more mutually beneficial deals.
• How entrepreneurial companies can position themselves for M&A
• Selling products and selling the company itself to large global companies
• Dealing with a single source supplier and contracting with a large global company
• Common negotiation tactics, psychology/subjective nature of negotiation, large company culture
• Term sheets
• Avoiding negotiation traps
• And more