Decisions sometimes don´t come easy but what do you do when you face the following situation at work? Let´s look over to the other side of the desk in your Sales Dept. and pretend that this is you:
The company you work for is thriving lately. Your CEO signed new contracts of huge value for the next 4 years. Jobs are safe, production lines run hot. You are the employee who works with 2 old projects which do not run well at all. The customer won´t pay a higher price for the very low quantity he buys from you since 2 years. The customer is not willing to accept any price negotiations with your boss. Now the production plant calls you and asks for a higher price per piece and threatens to quit producing. You know after 1 day receiving their phone calls and Emails that you have to react.
What do you do?
Suppose, you think about this first:
>> Contact the CEO of the production plant to ask for further details. Ask when they plan to quit and how much extra money they need per piece to keep on delivering. Ask for their monthly loss. You know by now that you won´t ask your co-worker in the plant because this sounds quite urgent to you. You plan to work efficiently to get short-term results for this new issue.
>> If you follow this plan, next you will tell your Key Account that you need to talk to her/him. To give a signal, you tell her/him what it is about.
>> After you talked to the CEO of the production plant you received the relevant information, i.e. there is no room for further productions if the price stays the same. Fact. If the customer doesn´t agree to price negotiations there will be a hot spot situation very soon.
>> Today is the day you see your Key Account. You sit down and talk about the facts. You point out that there is no way to avoid a big decision today. Your Key Account says that the customer won´t agree to any better price because it has a negative effect on him. Now YOU feel threatened. You suddenly understand that this will concern your future job-situation. You´re suddenly in a sandwich situation and you feel squeezed from two sides: internal and external.
>> But suddenly you act courageous, you say: “okay, lets quit the two old projects! Our plant will be pleased to stop producing those parts with a very low quantity and a monthly loss of ….. $. And the customer will have to deal with his other supplier. We´re out. This decision is efficient for us as a producer. We get out of a negative price zone. What are my new tasks?” Your boss is stunned for a little moment and quickly replies: “Okay, this is effecting your future job if we will agree to your suggestion, I see. Listen, I will talk to the CEO a.s.a.p. to figure out the best result of this fight – for all of us. I will soon get back to you…..” She/ he gets up and leaves.
What do you think is the result of the next conversation between the CEO and your Key Account? Which decision will effect your future in the company? Feel free to leave a reply – thanks .
BE A DECISION MAKER. BE OUTSTANDING.
rita jaskolla – Leadership Architect –