Mike Walters stepped into his role as VP of Emerging Product Management at Teledyne FLIR with stars in his eyes. Who wouldn’t be excited about thermal cameras that could practically see through walls? But it didn’t take long for Walters to realize that having cool tech was only half the battle.
The company’s cameras were saving lives left and right, cutting through smoke like a hot knife through butter and making foggy nights a thing of the past for some industries. But what good was all that if they couldn’t seal favorable deals?
As the team pushed the envelope, coming up with one mind-blowing innovation after another, a collective realization dawned. They weren’t just selling cameras; they were selling the future. And selling the future, it turns out, requires more than just a flashy product demo.
To stay king of the hill in this cutthroat market, Teledyne FLIR needed to be as sharp in the boardroom as their cameras were in the field. It was time to level up their negotiation game. After all, when dealing with contracts that could make or break the company, they couldn’t afford to fumble at the one-yard line.
The Challenge: Improving Negotiation Skills in a High-Tech Environment
Teledyne FLIR was proud of its cutting-edge thermal cameras. Their tech helped firefighters see through smoke, gave soldiers an edge on the battlefield, and was even starting to pop up in self-driving cars. But despite their technical expertise, they found themselves facing increasingly complex negotiations. Sure, they could explain how their latest sensor worked, but wading through the murky waters of million-dollar contracts? That was a whole new challenge.
Steering Through High-Stakes Deals
Closing deals for Teledyne FLIR’s thermal cameras takes nerves of steel. These aren’t run-of-the-mill gadgets – they’re a revolutionary tech that can save lives. You’re playing for keeps at the bargaining table: huge contracts and industry-defining standards are on the line. Whether squaring off with auto leaders or defense chiefs, you’ve got to read between the lines. Pricing talks can turn into minefields, and exclusivity clauses are ticking time bombs. But crack these high-pressure deals, and you’re not just padding the bottom line. You’re driving innovation, ramping up safety, and planting Teledyne FLIR’s flag at the summit of the tech world.
The Need for Strategic Negotiation Training
Teledyne FLIR’s high-stakes negotiations exposed a critical flaw. Their cutting-edge tech was being undervalued at the dealmaking table. The talks were no cakewalk – they demanded deep technical know-how and savvy contract maneuvering. Simply being brilliant with the technology wasn’t enough anymore. It was time to elevate their game in the art of the deal, bringing a potent mix of confidence and strategy to every boardroom showdown. Only then could they ensure their life-saving innovations received the recognition – and the compensation – they truly merited.
The Solution: Partnering with SNI for Tailored Negotiation Training
Teledyne FLIR’s leaders knew they had a team of tech geniuses on their hands. But in the dog-eat-dog world of high-stakes deals, raw smarts weren’t enough. They needed an edge and a way to turn their brainy engineers into deal-making dynamos. So, after scouring the market, they stumbled upon Shapiro Negotiations Institute (SNI).
A Customized Training Experience
Teledyne FLIR knew they had the tech chops, but when it came to closing deals, they needed an edge. They could talk about infrared cameras and thermal imaging all day long, but convincing tough customers like automotive leaders and military brass? That’s where things got tricky. That in a nutshell is why they went with SNI.
When SNI stepped up to the plate for Teledyne FLIR, they knew cookie-cutter seminars wouldn’t cut it. Instead, they rolled up their sleeves and dove headfirst into FLIR’s world, bringing in an ace facilitator who blended deep industry savvy with a punch of humor and real-world grit. This wasn’t your average PowerPoint snooze-fest; it kept FLIR’s team on their toes and fully plugged in, ready to take their game to the next level.
Immediate Application of Skills
The Teledyne FLIR team jumped into SNI’s negotiation training with both feet, turning the art of tech dealmaking into a thrilling adventure. Gone were the days of yawn-inducing theory – instead, the room crackled with excitement as real-world challenges came to life. Even the most code-obsessed engineers found themselves nodding along, suddenly seeing the psychology of negotiation in a whole new light.
As the day flew by, something amazing happened. The team wasn’t just soaking up info – they were on fire, dreaming up ways to tackle their toughest deals. By the time everyone packed up, the transformation was obvious. These weren’t the same people who’d walked in that morning. They left as legitimate negotiators, bursting with ideas and itching to put their new skills to the test.
Transformative Results and Key Takeaways
SNI’s negotiation training hit Teledyne FLIR’s team like a bolt from the blue. Suddenly, they saw their thermal imaging tech in a whole new light. No more rattling off dry specs – they learned to tell stories that made partners lean in and listen. And the higher-ups noticed the change right away. Now, there’s talk of making the SNI training a permanent fixture in their corporate training program.
What started as a simple training course ended up reshaping how Teledyne FLIR conducts business. Now, when they say they’re leaders in thermal imaging, it’s not just talk—they’ve got the deals to prove it.
