--- title: How consistency of approach delivered £400k of value description: Total Negotiation Group’s client is a global FMCG manufacturer. In one geography, the market was changing more rapidly than in many other markets. image: https://totalnegotiation.com/hubfs/Single-blog-images/2b-outcomes.jpg --- [![tnlogo](https://totalnegotiation.com/hubfs/skyron-2023/tnlogo.svg "tnlogo")](https://totalnegotiation.com) [Contact](https://26224138.hs-sites-eu1.com/contact?hs_preview=yOfwxtks-95831570410) - What we do - [Negotiation strategy](https://totalnegotiation.com/en-gb/negotiation-strategy) - [Revenue growth management](https://totalnegotiation.com/en-gb/revenue-growth-management) - [Category and channel strategy](https://totalnegotiation.com/en-gb/category-and-channel-strategy) - [Customer planning and selling](https://totalnegotiation.com/en-gb/customer-planning-and-selling) - [Case studies](https://totalnegotiation.com/case-studies) - [About us](https://totalnegotiation.com/en-gb/about-us) - [Our experts](https://totalnegotiation.com/en-gb/about-us/meet-our-experts/) - [Corporate social responsibility](https://totalnegotiation.com/en-gb/corporate-social-responsibility/) - [Careers](https://totalnegotiation.com/about-us/careers/) - [Contact us](https://totalnegotiation.com/en-gb/contact) # How consistency of approach delivered £400k of value ![colleagues-clapping-smiling](https://totalnegotiation.com/hubfs/Single-blog-images/2b-outcomes.jpg) **The Client **  Total Negotiation Group’s client is a global FMCG manufacturer. In one geography, the market was changing more rapidly than in many other markets, so they needed to be quick in their decision making while avoiding a disjointed approach across accounts and sectors.   **Their Challenge**  The client had historically invested significantly with major key accounts. While both accounts were important and still profitable, neither were engaging closely with the client. Additionally, one was requesting increased investment while the other, unwilling to enter into new trade terms discussions, for the first time, handed over responsibility for negotiations to their procurement team   **Objectives of the engagement**  Our client took the opportunity to review what they wanted to achieve both in this sector and through these accounts and to draw up very specific volume, profit and share targets in return for investment. They were keen to re-establish the principles of conditional trade investment  **The solution**  Total Negotiation Group worked with the account teams to design an engagement strategy with clear commercial outcomes. Whilst building capability, commercial discussions were also being managed and advanced through direct support and coaching.   **Outcome**  In one account, the client realised savings of approximately £1.3m per annum in terms and discounting by walking away at the end of the term’s negotiation period.   Investment was restructured in the second account to support specific and targeted marketing activities. More than £100k was saved and additional levers will translate into incremental volume and profit wins.  **Future**  The client continues to use TNG services extensively to review commercial strategies, build capability and support ongoing challenges with customers with direct coaching. Jul 19, 2023 9:10:00 AM [FMCG](https://totalnegotiation.com/case-studies/tag/fmcg) About the author Total Negotiation Group All Posts - [Aviation](https://totalnegotiation.com/case-studies/tag/aviation) - [Banking](https://totalnegotiation.com/case-studies/tag/banking) - [Channel Strategy](https://totalnegotiation.com/case-studies/tag/channel-strategy) - [Distribution](https://totalnegotiation.com/case-studies/tag/distribution) - [Europe](https://totalnegotiation.com/case-studies/tag/europe) - [FMCG](https://totalnegotiation.com/case-studies/tag/fmcg) - [FMCG Manufacturer](https://totalnegotiation.com/case-studies/tag/fmcg-manufacturer) - [FMCG Supplier](https://totalnegotiation.com/case-studies/tag/fmcg-supplier) - [Financial Services](https://totalnegotiation.com/case-studies/tag/financial-services) - [Food](https://totalnegotiation.com/case-studies/tag/food) - [Food Manufacturer](https://totalnegotiation.com/case-studies/tag/food-manufacturer) - [GTR](https://totalnegotiation.com/case-studies/tag/gtr) - [Global Manufacturer](https://totalnegotiation.com/case-studies/tag/global-manufacturer) - [Health and Beauty Industry](https://totalnegotiation.com/case-studies/tag/health-and-beauty-industry) - [Insurance](https://totalnegotiation.com/case-studies/tag/insurance) - [USA](https://totalnegotiation.com/case-studies/tag/usa) #### We are Total Negotiation Group Transform your commercial outcomes with capability and consulting support from Total Negotiation Group. With a global footprint and a wealth of experience across category and channel, revenue growth management, customer planning, selling and negotiation, we are the trusted partner of the world’s largest FMCG manufacturers. #### Get in touch - [Team House](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [1 Fairview Estate](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Henley-on-Thames](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [Oxfordshire](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) - [RG9 1HE](https://www.google.com/maps/search/?api=1&query=51.529672,-0.896401) **Tel: [+44 (0) 1491 728 090](tel:44001491728090)** [info@totalnegotiation.com](mailto:info@totalnegotiation.com) #### Find us on - [![linkedin](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/linkedin.png?width=60&height=60&name=linkedin.png)](https://uk.linkedin.com/company/total-negotiation) - © 2024 Total Negotiation Group - [Privacy Policy](https://totalnegotiation.com/privacy-policy) - [Diversity & Inclusion](https://totalnegotiation.com/diversity-inclusion) - [Sitemap](https://totalnegotiation.com/sitemap) ![arrow-img](https://totalnegotiation.com/hs-fs/hubfs/skyron-2023/arrow-img.png?width=28&height=19&name=arrow-img.png) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Total Negotiation Group", "url" : "https://totalnegotiation.com/case-studies/author/total-negotiation-group" }, "dateModified" : "2024-03-22T10:43:46.599Z", "datePublished" : "2023-07-19T08:10:00.000Z", "headline" : "How consistency of approach delivered £400k of value", "image" : [ "https://totalnegotiation.com/hubfs/Single-blog-images/2b-outcomes.jpg" ], "mainEntityOfPage" : { "@id" : "https://totalnegotiation.com/case-studies/how-consistency-of-approach-delivered-400k-of-value", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://totalnegotiation.com/hubfs/1564411371404.jpeg" }, "name" : "Total Negotiation Group" } } ```