We Are Fearless — Case Study
Re-negotiating a £multi million client contract in the face of tough economic headwinds.
The enabler: Piscari’s advanced RFP negotiation support.
WeAreFearless is an awardwinning integrated sports, esports and entertainment agency, committed to solving business challenges differently by harnessing the power of psychology and creativity.
Garry Dods (Founder/MD) and Mike Harland (Managing Partner for Digital), recognised that a forthcoming client re-negotiation was going to be challenging due to a rapidly changing world, pressure on budgets and the introduction of a 3rd party procurement agency.
Piscari spent time understanding the history of the relationship with the client, the results and key challenges. This culminated in the development of a negotiation strategy and tactics document that was iterated as the negotiations developed.
WeAreFearless worked with Piscari to help them understand, and prepare for, negotiations that would address the following challenges:
Working with Garry, Mike and their team over a six month period (two months strategy/planning and four months of a negotiate-replan-engage cycle), Piscari did the following:
Outcomes and Benefits
Measured over a six month period, WeAreFearless have seen the following benefits from working with Piscari:
What’s Next for WeAreFearless?
WeAreFearless is set for considerable growth in the coming years despite the economic headwinds. One of the key enablers of this growth will be the ongoing optimisation of the sales, negotiation and ongoing cost and profitability management capability around larger/complex deals. The work done over the last six months is undoubtedly important to support this next stage of growth.
Why Piscari? Our Difference
We asked Garry and Mike from WeAreFearless: “How is Piscari different from other negotiation mentor/coaches?” These are some of the things they said about us:
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