Disciplined project management.<\/strong><\/li>\n<\/ul>\nMy clients businesses were often worldwide. I delivered service in more than 20 countries, and a majority of US states. Clients achieved improved business outcomes because together we improved understanding of their desired outcomes, and used repeatable business methods get them. My methods associated with defining business value, measuring outcomes, and effective negotiating were critical to these outcomes.<\/p>\n
Concurrent with my own consultancy, I was General Manager, Negotiation Analysis, for K&R Negotiation Associates, a boutique consulting firm of highly-experienced professionals operating worldwide for over 30 years.<\/p>\n
As part of my consulting work, I created new methods to improve the predictability of deal closing – both “if” and “when”. Those same methods can be used to influence closing rates, time to close, profit and client satisfaction. They can also be used to track progress, and compare or prioritize opportunities. I used these methods in every engagement.<\/p>\n
Prior to my private consultancy work, I was a Program Director at IBM. After extensive product development experience, including managing product development teams in 2 countries, I acted as a lead negotiator for IBM in a number of business opportunities with total revenue of over $500,000,000, and in several countries, including Japan. I retired from IBM in 2002.<\/p>\n
My focus for over 20 years has been on real business value instead of product capabilities, and on negotiation success.<\/p>\n
[\/et_pb_text][\/et_pb_column][et_pb_column type=”1_2″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_accordion _builder_version=”3.0.51″ global_colors_info=”{}”][et_pb_accordion_item title=”%22Everything I learned about negotiation I learned from you…%22″ open=”on” open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}”]My client, Chief Procurement Officer<\/strong> for a 6+B USD investment management company, emailed me this following extensive training for himself and for his team. They integrated the training principles into their business processes. They manage over 2000 vendors, 400 of which are considered “critical”. Repeatability in their approach to negotiation was a critical factor for them.
\n[\/et_pb_accordion_item][et_pb_accordion_item title=”%22My \u00a3500,000 deal closed the day after I took your advice.%22″ open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}” open=”off”]A senior business services consultant<\/strong>, after a 2-hour consulting engagement with me. His client had delayed signing a deal for four and a half months. It became apparent to me that the client was delaying because every time he stalled, the consultant added another incentive. So the delay was generating a return – more incentives. When the incentives stopped (on my advice), the client signed the next day. Sometimes, if you want the negotiation to end, you have to stop negotiating.
\n[\/et_pb_accordion_item][et_pb_accordion_item title=”%22You are fabulous at what you do!%22″ open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}” open=”off”]My feedback from a senior sales leader<\/strong> for a Fortune-50 software company after delivering a multi-day negotiation skills session. Her team was full of challenges, and we answered them all.
\n[\/et_pb_accordion_item][et_pb_accordion_item title=”%22As usual, that Tim Delaney has really earned his fee.%22″ open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}” open=”off”]Public commentary from a Fortune-100 Director of Sales<\/strong> after reviewing on-line learning scripts, skills, tools and methods created for his team of 15,000+ software salespeople. The training included repeatable negotiation steps and principles, video sccripts, real life examples, a negotiation toolbox spreadsheet and a FAQ. The end goal? 15,000+ people closing deals faster, with higher win rates and better profit.
\n[\/et_pb_accordion_item][et_pb_accordion_item title=”%22Your advice made the difference between a ‘good’ offer and a full-price offer%22.” open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}” open=”off”]My client<\/strong>, after a 20-minute informal negotiation strategy session while she was selling her Manhattan, NY condominium. Her ROI? Greater than $100,000\/hour. She only needed one negotiation principle to get this result.
\n[\/et_pb_accordion_item][et_pb_accordion_item title=”Your experience here…” open_toggle_background_color=”#fce399″ _builder_version=”3.0.51″ global_colors_info=”{}” open=”off”]I have a unique business perspective and experience set. Buying? Selling? I have consulted on agreeements between $50,000 and $2,500,000,000. The core discussison often involves negotiation skill, but understanding business value is the fundamental approach that leads to improved outcomes. Call me. Your story can be next…
\n[\/et_pb_accordion_item][\/et_pb_accordion][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=”3.25″ global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_image src=”http:\/\/timdelaneyconsulting.com\/wp-content\/uploads\/2017\/06\/Tims-wall-e1497888039477.jpg” align=”center” align_tablet=”center” align_phone=”” align_last_edited=”on|desktop” _builder_version=”3.23″ animation_style=”slide” animation_direction=”left” animation_duration=”500ms” animation_intensity_slide=”10%” global_colors_info=”{}”][\/et_pb_image][et_pb_image align_tablet=”center” align_phone=”” align_last_edited=”on|desktop” _builder_version=”3.23″ animation_style=”slide” animation_direction=”left” animation_duration=”500ms” animation_intensity_slide=”10%” global_colors_info=”{}”][\/et_pb_image][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"tim@timdelaneyconsulting.com Glenford, NY, USABusiness & Negotiation Consulting My sole-proprietor consulting business was formed in 2002. In 2017, I wound down my work, except for minor follow-on assignments. With my clients, we improves business outcomes by: Understanding and clearly articulating the real business outcomes of technology \u2013 why do we care? What decisions does this drive? […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"class_list":["post-87","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/pages\/87","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=87"}],"version-history":[{"count":24,"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/pages\/87\/revisions"}],"predecessor-version":[{"id":181,"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=\/wp\/v2\/pages\/87\/revisions\/181"}],"wp:attachment":[{"href":"https:\/\/timdelaneyconsulting.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=87"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}