Our goal is to raise awareness of the risks and losses associated with the Backdoor Selling in industrial and technical industries. Through analysis of real examples and negotiation games, we teach how to oppose the Backdoor Selling practices of sellers and use them to achieve own goals.

In particular, we pay attention to the following areas:

• 80% of the cost is defined when the specification is ready
• You don't have to answer every question. You can answer the question with a question!
• What do salesmen ask engineers about and what engineers shouldn't answer?
• The cost of changing a validated product / approved supplier is much higher than changing a concept
• In negotiations "nothing is agreed until everything is agreed"
• Why does the seller by-pass purchasing and prefer technical departments?
• How do suppliers undermine the client’s negotiating position?
• Techniques of small favors and planned concessions
• Purchasing strategy and product development strategy

Dealing with a corporate supplier is no mean task. Apart from being highly innovative large businesses have superbly trained sellers, set on systematically building and improving their market position. They are always ready to spring into action and have an answer to your every question. They employ exceptionally effective as well as intricate strategies, which makes them unpredictable and difficult business partners.