Commercial Negotiation

Purpose

Prepare the commercial team for successful negotiations by creating structured playbooks per opportunity. The goal is to reach a fair agreement that satisfies both parties and sets the stage for a healthy long-term relationship. This is NOT about "winning" at the client's expense.

Key Consulting Negotiation Differences

• We negotiate ongoing relationships, not one-time transactions.
• The people we negotiate with today are the people we work with tomorrow.
• Our "product" is our people — discounting too much signals low quality.
• Scope flexibility is our biggest lever (not price).

Inputs

• commercial-proposal.md — from commercial-proposal-writer (implementation proposal, Branch A)
• discovery-proposal.md — from commercial-discovery-proposal (Discovery service proposal, Branch B)
• qualification-scorecard.md — from commercial-qualification
• discovery-notes.md — from commercial-discovery