Insights

Brand strength plays a pivotal role in the CPG sector, enabling iconic names like Kellogg's, PepsiCO and Nestlé to command high demand and pricing through consumer trust and reputation. Similarly, premium brands thrive by charging higher prices based on perceived value rather than availability. In this article, Nick Capuano and Chris Potestio, Senior Consultants at The Gap Partnership, explore the relationship between brand power and pricing, and highlight how negotiations can be impacted by suppliers, retailers and consumers alike.

Ever thought about negotiation beyond simply haggling over prices? In B2C, it’s a game-changer for customer loyalty. Successful negotiation isn’t just about discounts; it’s about understanding customer needs, providing value and convincing them that your brand is the best choice, maximizing their willingness to pay.

We kick off our C-Suite Talks series with a candid conversation between two CEOs: Scarlett McCabe of Debate Mate and Graham Botwright of The Gap Partnership, with our expert host, Jessie Lancaster.

In today's dynamic business landscape, strategic negotiation isn't just a skill, it's the lifeblood of organizational success. By weaving negotiation into the fabric of organizational culture, companies can reshape the way teams think, collaborate and make decisions. The result? A lasting competitive advantage that propels businesses forward in an ever-evolving marketplace.

In negotiation consulting, governance is a business imperative. At The Gap Partnership our commitment serves as a dual shield, protecting both your interests and our integrity. The promise? We'll never represent both sides.

Concerned about the impact of incoming tariffs? Unlock the strategic negotiation playbook to navigate these challenging complexities with creativity and collaboration, empowering CPG companies to tackle obstacles head-on while remaining consumer-focused and competitive.

Is your revenue growth management strategy unlocking hidden value or falling at the first hurdle? Don't risk sub-optimising this critical commercial activity, read our guide to achieving RGM success. Discover how to successfully co-create strategy, align offers, agree rules of engagement, and build negotiation frameworks. The final stage is integrating each of these elements into your commercial functions. The result? Sustainable, long-term growth.

Pharma tendering: a high-stakes game of strategy and skill. A complex dance of competitive bidding while navigating diverse global regulations. Success hinges on early preparation, market savvy and smart pricing. Master the art of risk prediction and positioning in this crucial healthcare arena.

Europe’s retailers are increasingly banding together to form buying alliances in a bid to improve their negotiation position with their suppliers. This trend is likely to persist, and so suppliers should consider their response to the balance of power shifting back to retailers. We assess the threat and consider a best practice negotiation-led approach.