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Hong Kong

NEGOTIATION CONSULTING

When your negotiation is business critical, we will work with you to maximize opportunities, manage risk and remove issues in order to deliver a successful outcome. 

Our team of experienced and expert negotiation practitioners will partner with you to plan, prepare and execute your most important negotiations. Using the most advanced negotiation planning tools in the world and a unique end-to-end methodology, we help you take control of the negotiation process in order to build agreements and optimize business opportunities. We are at your side at every step of the process and take joint accountability for your results.

ILLUSTRATIVE CASE STUDIES
Supplier Rationalization
Corporate Sale
Resisting the Ask
Payment Terms
Asset Sale
Cost Price Increase
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Supplier Rationalization
Exceeding objectives for a corporate-wide program of efficiency savings

Our client, a UK FMCG business, needed to deliver a program of cost savings in order to meet profit margin targets and reduce debt.

Their primary objective was rationalization of their large and diverse supplier base. We developed a customized negotiation strategy for each supplier segment, coached the client throughout the program, and project managed through to completion. The result exceeded our target by close to £1m, giving our client £20.75m incremental in-year investment for growth over two years.

HOW CAN WE HELP YOU?

Corporate Sale
Achieving an EBITDA of 117% target when supporting in the sale of an Aggregates business

Following a corporate review, our client undertook a program to demerge the Holding Company and sell each of their four business units.

We were asked to support the sale of their Aggregates business to a private equity backed MBO team. Using our methodology, we developed a series of possible approaches, including introduction to and engagement with multiple private equity investors. An optimum approach was agreed which included tactical plans and alignment of all internal stakeholders, as well as out-the-room support to execute the negotiation. The result was a x7.5 EBITDA valuation versus the x6.5 objective, exceeding the client’s target by 15%.

HOW CAN WE HELP YOU?

Resisting the Ask
Turning the ‘non-negotiable’ into a collaborative, value-creating negotiation

Our client, a US CPG company, was hit with a big ‘Ask’ from a major retailer – a demand for cash with nothing traded in return.

We worked with the client to build a proactive strategy to counter this and turn the ‘non-negotiable’ into a collaborative trading position with the retailer. What began with a $20m ‘Ask’ resulted in $40m top line gain.

HOW CAN WE HELP YOU?

Payment Terms
Segmentation of supplier base to achieve improved payment terms in Pharmaceutical sector

Following the acquisition of a large UK Pharmacy retailer by our client, a global private equity company, we developed and implemented a negotiation strategy and process to improve payment terms.

We carried out a supplier segmentation based on the specifics of the negotiation in order to develop an appropriate strategy per segment. The result was payment days extended on average by 20 days in Goods For Resale and 19 days in Goods Not For Resale.

HOW CAN WE HELP YOU?

Asset Sale
Achieving 25% higher sales valuation for sale of an asset in Oil & Gas sector

We worked with our client to help them realize the full value of the sale of a key asset in Eastern Europe.

Through analysis of the variables, risks and opportunities, we developed a range of possible strategies. Evaluation of these led to the adoption of a strategy and supporting tactical plans that our client could confidently execute. The result was an over achievement of the $4bn target sale valuation, delivered on time and with minimized operational risk.

HOW CAN WE HELP YOU?

Cost Price Increase
Understanding the balance of power and implementing a price increase

Our client is a large Australian FMCG business. They had not implemented a price increase for some years and this had become unsustainable.

They believed they lacked the power to change this. We helped them take a fresh look at the balance of power and reassess where it lay, then plan and prepare for new, critical negotiations with their retail partners. The result was an achievement of their objective of a 5% price increase across the board.

HOW CAN WE HELP YOU?

MCA

The Gap Partnership is proud to be a member of the Management Consultancies Association (MCA), whose mission is to both promote the value of management consultancy, and maintain the highest standards of excellence within it.

Consulting Excellence

Our commitment to the “Consulting Excellence” framework - the hallmark for quality and value in the consulting industry – means our commitment to the highest standards of ethics, values and professionalism.

How we work

In a recent survey by management consultants CIL, our clients gave us a score of 94/100 when asked how well our negotiation consulting services support their negotiations. Find out more about how we help our clients here.

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ABOUT THE GAP PARTNERSHIP

Of all the skills required in business there is one that transcends the rest. Negotiation. The Gap Partnership was founded in 1997. We specialise wholly and exclusively in negotiation through our world leading negotiation training and negotiation consulting services. It is this focus and clarity of approach that allows us to impart our in-depth knowledge to you, the client, without distraction.

THE LAST WORD IN NEGOTIATION