Proven Results
Alignor has demonstrated proven results that its clients and training participants attribute directly to their use of the Alignor model. Alignor works closely with its clients to measure and document the effectiveness of trainings and calculate return on investment. The results of Alignor’s trainings have been measured quantitatively and qualitatively using case study models, sampling data and financial analysis.
Who uses Alignor?
Alignor has provided a wide variety of trainings and ongoing support to a wide variety of people in numerous different industries. All of Alignor’s trainings and support is tailored to the specific needs of the organization. Alignor has customized its training and support tools for use by:
- Sales Professionals
- Business Managers and Negotiators
- Line Managers
- Project Managers
- Key Account Managers
- Customer Services Reps
- Strategic Supply Chain Managers
- Business Development Managers
- In-house Counsel
- Mediators and Facilitators
Organizations using Alignor improve their key relationships (both internal and external) and create sustainable value as they improve those relationships.
Alignor has provided training and support tools to a broad range of industries, including:
- Health Care
- Food and Agriculture
- Consumer Branded Goods
- Manufacturing
- Pharmaceuticals
- Information Services
- High Tech
- Real Estate
- Financial Services
- Power Generation
- Automotive
- Legal Services
High Stake Negotiations
Alignor management is working on a three-person team led by Harvard Law Professor Robert Mnookin to facilitate ongoing dialogue among Israeli leaders. Dialogue focuses on internal conflict among Israelis over withdrawal from settlements in Gaza and the West Bank.
Alignor management negotiated joint venture for television production and distribution in India. Parties included major Mexican, British, Chinese and Indian media companies.
Representing American high tech manufacturer, negotiated settlement of antitrust and intellectual property claims against American partner and Japanese competitors.
Alignor management team negotiated resolution of labor strike that had closed automotive component manufacturing facility in India.
Facilitated contract negotiations between large urban school district and its teachers’ union. Using interest-based analysis, explored non-traditional options for improving teacher performance and student achievement.
Alignor management negotiated settlement of litigation in the United States and South Africa involving American company, South African company and German manufacturer. Settlement ensured an ongoing business arrangement between the parties.
Negotiated multiple agreements in the entertainment business. Deals included actor contracts, licensing of music and other rights, and television and home video deals in the United States and international territories.
Sales Training Results
Leveraging a good relationship with a major account, the account manager used the Alignor process to develop an interest-based proposal that addressed the account’s most critical needs. In addition to winning a huge increase, which was well above quota, the account manager was also able to secure a number of substantial up-sells.
Using the Alignor process, the sales team designed an interest-based proposal (after identifying all of the key stakeholders and their critical interests) to expand the relationship with the account and kick out the competition, beating quota as well. The account was so excited about the deal that it gave gifts to the account manager and her boss.
On the heels of an Alignor sales negotiation training, an account manager used the Alignor process to conduct an interest analysis of a large account held by a competitor. After the resulting interest-based proposal was accepted, a department head at the account remarked that it was like getting “our wish list.”
A procurement VP at a major account planned a switch to a competitor because of price. The sales professional used the Alignor process to lock in the deal with the major account by identifying critical interests that could be easily satisfied and key stakeholders whose interests would be harmed by the switch.
The sales team converted this account by using the Alignor process to identify the particular interests of the account and design talking points that linked offerings to the account’s critical needs. The sales team also used the Alignor process to educate the account on the disadvantages of not making the switch.
Sales manager identified key allies within a potential partner that had already locked in a long term deal with a competitor. The key allies signed a separate agreement with the sales manager that addressed their critical needs and kept the account.
A major account was threatening to switch to a cheaper competitor. The sales professional used the Alignor process to demonstrate how its proposal fit the partner’s overall needs and could be used more effectively than cheaper competitive offers.
The sales team used the Alignor process to identify and communicate negative consequences of a switch to a competitor. This prompted the account to secure an out clause in its contract with the competitor, which it exercised after experiencing the negative consequences.
Training ROI
ROI of 18 to 1 from Sales Negotiation Training:
Within six months of training 80 field reps and managers, a major consumer products company documented an 18 to 1 return on investment based on the new revenue directly attributed by field reps to their use of the Alignor process. The cost accounting included all salaries, travel costs, and Alignor’s fees. The six-month increase in revenue directly linked to use of the Alignor process was over $3,000,000.
ROI of 16 to 1 from Training Account Managers:
Less than one year after training over 200 account managers, a Fortune 500 information technology services company reported a 16 to 1 return on investment based on the new revenue directly attributed by account managers to their use of the Alignor process. The ROI took into account the salaries and travel costs of all training attendees, administrative overhead, and Alignor’s fees. The increase in revenue tied to use of the Alignor process was over $8,000,000.
