A leading FMCG company
Fast-moving consumer goods, based in Ho Chi Minh City. More than 5,000 employees, with around 80% of sales coming through B2B. Client name withheld.
A backlog of overdue contracts
Around 30% of the company's suppliers came up for contract renewal across 2020 and 2021, all at once. The renewals stacked up, and the uncertainty was starting to cost real money.
Account managers needed to sit down with more than 2,000 suppliers and renegotiate terms, under pressure and against the clock. Many had never handled negotiations at that scale before.
So we started where we always do. We listened to the real situation first, then built the training around the exact conversations these managers were about to have.
Train the team, then the trainers
A negotiation program built for their real supplier talks, plus a course to make the skill stick inside the company after we left.
Every contract renewed
The team cleared the backlog completely. Managers came away not just renewing contracts, but improving supplier conditions, hitting revenue targets, and winning better marketing allowances.
“We have appreciated your professionalism and your great passion on what you are doing!”