Negotiating Agreements for Highly Collaborative Relationships

Posted by IFMA October 09, 2014

Tagged in Channel Partners Connect Foodservice Manufacturers Small/Midsized Business

As foodservice suppliers work to increase collaboration with channel partners, building and sustaining long-term relationships using proper negotiating tactics is more critical than ever before. Kate Vitasek, author of a book series that includes Getting to We,  discusses how to not only negotiate to get  a deal, but making sure the deal provides sustained value in the future. 

Viewers will leave this evocative presentation with insights which include:

  • Understanding why "getting to yes" is no longer enough
  • Challenging how they have traditionally played the "game" of negotiations
  • Learning a proven five step approach to negotiating a relationship - not just the specific deal points
  • How a small/midsized business with big ideas is helping their clients achieve a 300% productivity increase.

Log in to listen to the webinar.

Login To Gain Access To This Content
Jun 11

Navy Foodservice Ashore Solutions Conference

This conference is for all on-shore military personnel, affiliates and foodservice professionals including 100+ military, Department of Defense (DOD) and 50 food manufacturers. The event makes up an eclectic group of industry personnel. 

Jamie Carawan from OTB enlightens SMB Community

Every month, IFMA's Small & Midsized Business (SMB) community hosts a discussion with industry experts, trading partners or operator customers. In November, Jamie Carawan, Senior Director of Culinary and Innovation at On The Border Mexican Grill & Cantina spoke to us about his business.

Kevin Bechtel from Shari’s Restaurants and Pies "Fills In" the SMB Community

Every month, IFMA's Small & Midsized Business (SMB) community hosts a discussion with industry experts, trading partners or operator customers. In June, Kevin Bechtel, Sr. Vice President of Purchasing/R&D and Menu Development at Shari's spoke to us about his business.

New resource for small/midsized businesses

The Small/Midsized Business (SMB) Community will now have the opportunity to participate in all SMB Committee-led calls and activities. Get the 2013 calendar of events, including monthly calls featuring guest speakers, customers and subject matter experts, in addition to two in-person meetings.

Mike Reinert from Delaware North Companies Hits Homerun on January's SMB Call

Every other month, IFMA Small & Midsized Business (SMB) community hosts a discussion with industry experts, trading partners or operator customers. In January, Mike Reinert, Vice President-Supply Management Services at Delaware North Companies spoke to us about his business.

Top 5 Reasons to Attend IFMA COEX

The content on deck for IFMA COEX 2016 will cater to all types of foodservice professionals, including Supply Chain, Culinary, Executive Leadership, Marketing and Insights. Thought-leaders will share valuable perspectives and experiences on hot-button issues - in Vegas! Get ready to connect, learn and have fun. 

Andrew Puzder of CKE Restaurants to Keynote IFMA COEX

Andrew Puzder is credited with turning around both the Hardee’s brand and CKE, allowing the company to survive, become financially secure and return to growth after it had faced serious financial and operational issues. In his opening keynote, Puzder will share strategies for success and lessons learned during his time as chief executive officer.  

How Google Serves as a Guide to Manage Substantial Change in the Foodservice Industry

The foodservice industry is at a tipping point of massive change that is coming over the next five years and will dramatically affect how manufacturers, operators and distributors conduct business for decades to come. At IFMA’s 53rd Annual Presidents Conference, one executive from Google will provide insights on how the tech leader has reacted to rapid change, and the importance of anticipating transformation.

Benefits of Participating in Foodservice Rewards

Did you miss the September Small & Midsized Business call? Listen to Lisa Snider discuss Foodservice Rewards and the benefits of a small or midsized manufacturer’s participation in this program.

Smashburger Founder Tom Ryan Innovates Locally to Gain Market Share Nationally

Smashburger Founder & Chief Concept Officer Tom Ryan understands how to apply innovative tactics needed to win an increased share of the consumer's foodservice dollar. The fast casual chain recently began pairing burgers with craft beers provided by local breweries. Learn more about Smashburger's explosive growth and Tom Ryan's scheduled Keynote address at IFMA's Chain Operator EXchange (COEX 2015) coming this March.  

Final Menu Labeling Rules Released by FDA

On Novemer 25th, the U.S. Food and Drug Administration released two final rules for menu and vending machine labeling. The long-awaited rules, which stem from provisions in the Affordable Care Act, take broad latitude in the types of food items and establishments that will be covered.