Areas of expertise

Business Negotiation

Negotiation is crucial in business development positions to address the challenges of creating and distributing value. Arguably, it is also vital in managerial positions in private, not-for-profit and government organizations.

Javier helps organizations to negotiate more effectively in the context of strategic, team-based, complex, multi-issue deals. Typically, these situations require advanced competence in influencing and persuading, formulating flexible negotiating strategies, understanding individual preferences and developing techniques and tactics for dealing with challenging people.

Key account management

Companies' growth significantly depends on their ability to manage strategic clients in most industries. Key Account Management (KAM) has become a widespread approach to creating value in strategic customer relationships characterized by rapid technological development and the increasing need for highly collaborative relationships.

Javier's expertise allows organizations to plan and implement the strategies that generate healthy interdependency, reciprocity, trust and mutual information sharing, increasing the value created in supplier-key customer relationships. His work has become instrumental in helping companies deploy KAM programmes, achieving balance and harmonization of strategic and operational practices

High-value and complex selling

Professional selling continues to become more challenging and multi-faceted. Javier helps organizations and individuals redefine selling processes to create added value, from initial customer interactions through to deal closure, also shortening the cycle from sales strategy formulation to sales strategy execution.

Underpinning sales effectiveness is the ability to configure 'fit for purpose' sales organizations. Javier's expertise addresses the building and effective management of sales teams, the development of personal competencies, and, overall, the enhancement of personal sales performance.

BUSINESS NEGOTIATION
Key Enabled outcomes

Javier's approach to helping clients develop business negotiation capabilities is

Integrative, combining methods and approaches to develop individuals' negotiation skills and team and organizational capabilities.
Holistic, addressing the cognitive, behavioural and emotional aspects of negotiation effectiveness.
Grounded, contextualizing negotiation programmes in client organizations' context, emphasizing the negotiation outcomes that matter most to them.
High-impact, adapting the methods used to maximize value capture in distributive negotiations and joint gains and outcomes for all parties in integrative negotiations.

Javier's negotiation programmes result in the following:

The ability to formulate and effectively execute negotiation strategies, both individually and within a team
An in-depth understanding of the psychological factors underpinning negotiation styles
Enhanced self-confidence and performance in dealing with challenging people.
Confidence that results from engaging in deliberate practice in carefully designed scenarios
Behavioural change – personally and at the team level, and in many cases, the transformation of attitudes and beliefs enables a mindset shift.

KEY ACCOUNT MANAGEMENT AND COMPLEX SALES
Key outcomes

Key outputs of his KAM programmes include:

Comprehensive Key Account analyses
Renewed customer portfolios
Redefined processes and practices to become more customer-centric
New sets of managerial, relational and commercial skills to manage key customers
Accelerated change and transformation to shift from transactional to relationship-based customer engagement models.

Javier's approach helps businesses and organizations in high-value and complex selling by:

Devising new methods to gain a nontrivial and in-depth understanding of the customer and to develop trusted customer relationships.
Designing compelling value propositions
Implementing value co-creation approaches and customer-driven innovation
Enhancing sustainable sales performance.