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Combating Aggressive Supply Chain Management (Anti-PICOS)

Workshop by  The Quest Team
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On-Site / Workshop


Course overview

Most Industries have been hit with increasingly aggressive customer supply chain management programs, initially introduced as PICOS, which have become more sophisticated and divisive. Their ultimate purpose is to demoralize supplier sales teams and reduce the supplier's products to commodity status, thereby transferring as much of the supplier's profits to the customer as possible.   These programs have evolved to the degree that the supplier sales team is entrapped very early in the sales cycle and by the time negotiation begins, all of the supplier negotiation initiatives will have been neutralized. The only thing left to negotiate is the final price, which is now in the hands of the customer.

Quest Team's dynamic one-day workshop is designed to provide sellers with the knowledge and tools necessary for success in resisting commoditization of their products and to maintain profit margins.

Course content was developed following a multi-year examination of customer supply chain management programs. Quest Team researchers conducted confidential discussions with several supply chain management executives and identified offensive and defensive tools that can be effectively applied by suppliers to level the playing field.

During the workshop participants gain a thorough understanding of the typical PICOS related supply chain management processes. They learn a comprehensive set of tools to take control of that process and the negotiation in a non-confrontational way. This enables proper planning for achieving sales and relationship objectives without significantly compromising profit margins.

Who should participate

The workshop is designed for senior management, sales management, and account managers as well as product marketing/product management personnel who are involved in significant key account interaction.


What you will learn
  • Why better negotiation technique, by itself, does NOT address the challenge

  • Heightened awareness of supply chain management techniques (many of which are subtle) being used against you

  • Strategic policies and team orientation that puts the supplier on the offense during the sales cycle

  • Defensive neutralizing actions for customer negotiation initiatives

  • How to truly define value and have it replace price as the area of focus throughout the relationship

  • The critical role of the account manager and the account plan

  • Negotiation planning that effectively capitalizes upon the supplier's offensive and defensive actions.



Len Given

Len Given is President and Founder of The Quest Team, Inc. He is also co-founder of CATALYST, a national training consortium, consisting of five member firms. With more than three decades of experience in high-tech industries, he has been developing sales, marketing, support and management teams from the U.S., Canada, Germany, France, United Kingdom, Taiwan, PRC, Korea, Japan, Singapore, Malaysia., India and the Philippines.

He has personally been involved with in-depth training and consulting work in more than 350 companies in 23 industries.. He is internationally recognized as an accomplished workshop leader and consultant in interpersonal sales psychology, strategic account management, account relationships, technical product marketing and team building.

He has served as the project manager for the development of numerous sales and marketing courses, several of which won national awards.

Prior to founding The Quest Team, Mr. Given had a senior management background in the development of business systems, design of software applications and, data processing. He holds a degree in marketing from Syracuse University and has authored the following articles:

Aggressive Supply Chain Management and the Complex Sale

A Survival Guide For Selling to Committees - Part 1

A Survival Guide For Selling to Committees - Part 2

Dealing With Highly Aggressive, Intimidating Customers

Global Account Management: Strategic Selling Tool for the 21st Century

A Powerful, Little Used Concept For Multiplying Your Productivity and Effectiveness

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For 42 years The Quest Team has provided high impact, semi-custom trainingprocesses for the development of sales, marketing and customer teams on 3 continents and with 800 corporations. 

  • QUEST TEAM MEMBERS are highly qualified. Each has had a successful career as a senior executive in a sales and marketing career path. All have in-depth experience in the areas in which they are consulting and/or training. This experience, combined with Quest's knowledge of learning and behavior change, provides you with quality solutions and defined payoffs at a highly favorable cost/performance ratio.

  • QUEST TEAM KNOWS YOU.  We have worked extensively with management, sales, marketing, engineering and manufacturing teams in some 23 industries. Our broad experience means innovative, timely solutions that are "real world" to your people.

  • QUEST TEAM APPROACHES are uniquely tuned to your organization. We listen to you and then design a semi-custom solution for the challenges you face. When seeking sales or marketing consultation we can rapidly bring to bear more than 200 person years of in-depth experience. When seeking training and development, we have numerous modules and hundreds at our disposal to design a process that is a precise fit for your organization. ...

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