3 Tips For CIOs To Become Better Negotiators

It’s interesting to realize just how important the skill of negotiating is to CIOs. Sure, we all know about the importance of information technology, but when you think about it, we spend a great deal of our time negotiating no matter if it is with vendors, other departments, or even members of our IT team. Since we do so much of this, we should always be looking for ways to get better at it…

3 Ways To Become A Better Negotiators

First off, when we dive into a negotiation be it with a vendor or with someone who works for our firm, all too often we just start things off with a vague idea about what we’d like to accomplish. We know that we need to create a deal, but we’re not 100% what that deal is going to look like. However, we believe that we’ll recognize it when we see it.

What this mean to you as the person with the CIO job is that before your next negotiation starts, you really need to do some homework. By taking the time to prepare for a negotiation, you’ll have an advantage over the person that you’ll be negotiating with. Doing your homework can be as simple as coming up with a plan for what you want to propose to the other side. When you do this, the next step is for you to highlight the key details in your plan that you want to make sure that are part of the deal that you reach.

When we are negotiating with someone, all too often it can be easy to assume that they have more power than they really do. They may represent a big company or a powerful internal department. We need to take a step back and realize that they are just a peer – no more, and no less. If you can see them as someone just like you, it can remove a great deal of the intimidation that they may be presenting to you and you can focus on getting what you want from them.

Finally, don’t worry if what you are asking for has never been done before. Hey, there always has to be a first time, right? Make your case and explain to the other side how things will work. If they still seem nervous about agreeing to a deal, you can create checkpoints that will allow them to determine if the deal is being implemented in the way that they agreed to.

What All Of This Means For You

At the heart of what it means to be in the CIO position is the ability to communicate well. One form of communication that we all need to take the time to master is that of negotiation. Since we negotiate so often and with so many different types of people we need to get better at doing this.

There are three ways that we can become better negotiators. The first is to make sure that we always show up prepared to negotiate – we need to do our homework. Make sure that you see the person that you’ll be negotiating with as a peer – they do not have any special powers. Finally, just because something has never been done before does not mean that it can’t be done now.

As a CIO, you never seem to have enough time to get everything done. When you are trying to decide where to spend your time, learning to become a better negotiator is one thing that will be on your plate. Among all of the other things that you have to do, this is a good way to spend your time. Time spent becoming a better negotiator is time well invested.

Tips for Commercial Property Presentations

When you work as a commercial real estate agent in this market, most of the listings that you chase will be the subject of a presentation and sales pitch from a number of real estate agents.

Many property owners feel that they have to test the market and get comparisons from other agencies before they make a decision on just who they will list their property with. Maybe the idea has merit however many sellers and property owners can be influenced by all the wrong reasons and facts.

The problems that stem from the seller approaching a number of agencies can usually be summarised as follows:

  1. Some agencies will be trying to sign the listing by offering discounted or heavily reduced commissions.
  2. Some agencies will reduce the marketing costs on the listing or even pay the marketing costs themselves.
  3. The associated fees for the marketing of the property can be absorbed by the selected agency.
  4. Some agencies will claim that they have qualified buyers on their books now just waiting to inspect and purchase that particular property.
  5. The agent offers to take the listing on an open list basis with no exclusivity.
  6. The agent takes on the listing at the client’s price that is inflated well above market.
  7. The agent offers the client a method of sale that the client is comfortable with however that method does not reflect the best strategy of sale in the current market conditions.

The realities of these offerings and discounts are that they substantially reduce the interest of the listing agent in the true marketing of the property. They can also hinder the sale and marketing process.

These points above are the most common hurdles that you will come across in the sales presentation and pitch process. Any property owner that chooses an agent based on any or all of these facts should not be taken seriously in their efforts to list and sell their property. This property market is fickle, and needs the right approach. The sellers must follow the rules in and marketing of their property; to do otherwise will create a stale listing and waste everyone’s time.

The Real Focus of Agents

Most good real estate agents will only spend their time on the listings that they have exclusive control, and where they can see the most opportunity or the most commission for the amount of effort that they apply.

So if you are coming across these factors in your local property market, the strategy is to practice your presentations to counter propose and discard these issues; they have any little relevancy to the results that a client wants in this market. The property owner and seller will listen to your offer and strategies providing you have the right argument supported by sound logic.

The listing of property is not a debate and should be built around the best price, the best way to attract enquiry, and the best marketing program. Working with a property owner through these three factors will usually allow you to discard the discounts and offerings of other agencies.

No client wants their property to be an experiment with time, price, or enquiry. That is their Achilles Heel that can be used as a lever in you attracting the listing in the best way possible.

How a Presentation Binder Can Help Land Your Dream Job

It may be hard to imagine how something as simple as a presentation binder can make the difference between landing the job of your dreams and getting a “thanks, but no thanks” letter from a potential employer. However, in this competitive job market, you may be surprised at what a difference little details like this can make during the interview process.

Imagine the following scenario: You get invited to interview for the perfect job for you – the right company, the right location and the right level of compensation. The problem is that there are several other qualified candidates vying for the same position. Without question, you will need to distinguish yourself from your competition and the creative use of a presentation binder is a great way to accomplish this.

Here are a Couple of Unique Ways to Use a Presentation Binder During a Job Interview

Customized Brag Books. Often, you will need to demonstrate your achievements in prior positions during the interview process. Therefore, it is a good idea to keep records of any sales awards, performance reports or any other job-related accomplishments. Further, you will want to store, organize and present these materials in a clear, easy-to-read format. A sleek, high-quality presentation binder is a very professional way to share this information with the hiring manager. Not only will this show that you are a top performer in your chosen field, but it also shows that you are organized, prepared and respectful of their time. Further, the presentation binder will protect these valuable (and often irreplaceable) documents from getting lost or damaged.

Interview Projects. For many job openings, the interview process spans over a series of face-to-face meetings. In some cases, the interviewer will ask the job candidate to gather additional information related to the job or company in question. They do this to ascertain whether the candidate is serious about pursuing the position and to see the quality of work he or she will submit. Some candidates will remove themselves from the interview process by not completing the task at all, while others will take advantage of this opportunity to shine. If a hiring manager asks you to complete a task, think of ways to go above and beyond his request to really create an outstanding first impression. Organizing and presenting your findings in a spiral-bound presentation binder will show that you took the time to do a complete and thorough job.

This, in turn, is a great indicator of what kind of employee you will be should you accept the position.
In this tough economic climate, there are a lot of qualified people looking for work. Therefore, you’ll need to come up with creative ways to show potential employers that you are the ideal job candidate for the position you want. The effective use of a quality presentation binder is a great way to stand out from the crowd and show that you are professional, organized and ready to get down to business.