This is not the 2020 we had hoped for, but it is the 2020 we have. I have a couple of announcements to make, but let me first update you on what I know about the situation in Live Events.
You don’t have to look up for long to see that you are not alone in watching your entire revenue stream dry up in a matter of days. By now, your March and April are empty and many of your May events are making their final decisions about whether to announce their cancellation.
Negotiation is nothing new in the AV industry.
While these conversations are seldom simple, sometimes they present an especially complex issue that’s harder to unpack.
In negotiation challenges where the customer is asking about specific line-item pricing and wanting more transparency in the proposal, there’s typically an underlying issue that needs to be addressed:
Are they really concerned with price… or are they looking for a deal?
Tom Stimson MBA, CTS is an authority on business and strategy for small- to medium-sized companies. He is an expert on project-based selling and a thought leader for innovative business processes.