Recent Event

Sales Skills Series - Negotiations & Proposals

Date of Event: Friday 28th October 2011
Region: Dublin
Speaker: Robin Copland, Director, Scotwork Ireland Ltd and Peter Lawless, MD, 3R
Venue: The O'Callaghan Alexander Hotel
Price for SII Members: EUR Free
Price for non-SII Members: EUR 80
Type of Event: Breakfast Seminar

 

Negotiating in a Tough Market – Some Skills and Tips

Robin Copland, Director, Scotwork Ireland Ltd.

 

Robin is a graduate of the University of Strathclyde in Glasgow. He has a BA in Economics and Politics and a Post Graduate Diploma in Accountancy. He spent three years in the grocery trade as an account manager, working for J M McCurrach Ltd, a firm of food brokers in Scotland. He then spent ten years in the hotel business, latterly as Sales and Marketing Director of the Old Course Hotel in St Andrews. During his three years there, he oversaw the change in market profile of the hotel from a four star hotel to a five star resort property. Specifically, he commissioned new brochure designs, advertising campaigns and partnership marketing with other companies at the top end of their markets, in order to promote the hotel’s new image and place in the market. He was actively involved in selling the hotel to its two main markets, Japan and North America, a sometimes difficult job. He joined Scotwork in 1989, initially as a consultant. He became a partner in the UK business in 1994 and Director of Scotwork Ireland Ltd in 1997.

In his presentation, Robin will explain key techniques and successful strategies for negotiating in today's tough market. Presentation content will include:

• An analysis of current negotiating practice
• The Eight Step approach to negotiating
• How to prepare effectively
• Matching transactional objectives to strategic goals
• Identifying issues
• The power of proposals
• The importance of bargaining
    

 

Writing Winning Proposals - Peter Lawless, MD, 3R

With a 25 year career of passionate belief in people, Peter Lawless started off as a college lecturer before rising through the ranks to run the European sales and marketing division of a US multinational, then moving on to drive two start-ups to multi-million success. In 2004, Peter launched 3R (www.3r.ie), a sales and marketing consultancy for SMEs. He now provides sales training and motivational speaking to companies seeking to get the most out of their people and unlock their full potential.  

5 cast-iron Keys to Win more Clients and Lock out Your Competition every time

Learn the secrets that major companies in ICT and financial services have used to great advantage as they benefited from Peter’s vast experience in Sales Management. It may take years for you to get the experience to write proposals that win you more business and commission; but the advice Peter will give you at this seminar will help you you bring your sales success to the next level straight away.

Agenda
7:30am: Coffee and Networking
8:00am: Peter Lawless, MD, 3R
8:30am: Robin Copland, Director, Scotwork Ireland
9:15am: Event Finishes

This event is free to attend for current members of the Sales Institute of Ireland. The rate for non-members is €80 to be paid prior to the event. To reserve your place, please contact Yvonne at the Sales Institute on 01 662 6904 or e-mail info@salesinstitute.ie