Negotiate to win

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A poor negotiator will never become a successful entrepreneur. It’s that simple. So if you buckle too easily you need to fix it – and fast. It doesn’t matter if you’re negotiating with a customer, a supplier or a potential employee. The key is to remember you’re taking part in a conversation, not a high-stakes battle of wills. Let’s take an example. Asking for more money from a client can be difficult – no one wants to overpay – but it becomes much easier when you frame it in the right way. Do this by explaining it’s the amount you need in order to provide the best possible service. If you don’t get that you can’t do the job to the high standards you set yourself or deliver the service your customers have a right to expect. That is the basis for a constructive discussion. And while you’re negotiating, keep reminding yourself that if a competitor is offering a lower price than you they are either doing something you’re not or (more likely) they are losing money.

If I get an email from an unhappy customer and they’ve put their telephone number on there I will phone them literally within five minutes. They are often amazed to hear from me. Find out what went wrong and why it went wrong. It’s not true that the customer is always right, but it is true that you have to deal with the customer in the right way. Listen to what they tell you and respond by saying: “I’m sorry you’ve had this experience”. The real problems always start when people hide things. Tell them the truth. Be honest with them. If you turn an unhappy customer into a happy one, they are far more likely to recommend you than a customer who has never had cause to complain. If you deal with them respectfully, they can become one of your most effective salespeople.

Supplier Negotiation

I’ve already set out how to negotiate with customers. When the shoe is on the other foot and I’m trying to negotiate a better price from suppliers, I have a structure I always follow. First of all, remind the supplier about the vision you have for your company and get them excited about it. This is something too many business people overlook. If a supplier buys in
to your idea and believes you will achieve it, they are far more likely to be supportive. That is the first thing you need to get across. A lot of the time a supplier will say something like this: “OK, because you’re new we are going to start you at this price. But as you do more we’ll charge you a different price”. In other words: the more business you put our way, the less we’ll charge you. It sounds reasonable enough, doesn’t it? It isn’t. Ultimately, people are buying their product through your company. So if they are supplying someone else at a lower price they’re putting you at a competitive disadvantage. It is fine to point this out as I’ve done so many times. After thirty years in business, I now know the most effective line to use with suppliers. I always start by asking a simple question: “If I was your biggest customer; what is the best deal you could possibly do? What’s the best price? Give me a range – best price to worst price”. Politely insist on an answer. And when it comes, say: “The only way I can do this is if you give me the first price”. It sounds straightforward. But I’ve done this so many times – and it works.

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Privacy Policy

Your privacy is important to us. It is Howsam Limited’s policy to respect your privacy regarding any information we may collect from you across our website, http://ryanhowsam.com, and other sites we own and operate.

1. Information we collect

Log data

When you visit our website, our servers may automatically log the standard data provided by your web browser. It may include your computer’s Internet Protocol (IP) address, your browser type and version, the pages you visit, the time and date of your visit, the time spent on each page, and other details.

Device data

We may also collect data about the device you’re using to access our website. This data may include the device type, operating system, unique device identifiers, device settings, and geo-location data. What we collect can depend on the individual settings of your device and software. We recommend checking the policies of your device manufacturer or software provider to learn what information they make available to us.

Personal information

We may ask for personal information, such as your:

Name

Email

Date of birth

Phone/mobile number

Home/Mailing address

Work address

Payment information

2. Legal bases for processing

We will process your personal information lawfully, fairly and in a transparent manner.

We collect and process information about you only where we have legal bases for doing so.

These legal bases depend on the services you use and how you use them, meaning we collect and use your information only where:

it’s necessary for the performance of a contract to which you are a party or to take steps at your request before entering into such a contract (for example, when we provide a service you request from us);

it satisfies a legitimate interest (which is not overridden by your data protection interests), such as for research and development, to market and promote our services, and to protect our legal rights and interests;

you give us consent to do so for a specific purpose (for example, you might consent to us sending you our newsletter); or

we need to process your data to comply with a legal obligation.

Where you consent to our use of information about you for a specific purpose, you have the right to change your mind at any time (but this will not affect any processing that has already taken place).

We don’t keep personal information for longer than is necessary. While we retain this information, we will protect it within commercially acceptable means to prevent loss and theft, as well as unauthorised access, disclosure, copying, use or modification.

That said, we advise that no method of electronic transmission or storage is 100% secure and cannot guarantee absolute data security. If necessary, we may retain your personal information for our compliance with a legal obligation or in order to protect your vital interests or the vital interests of another natural person.

3. Collection and use of information

We may collect, hold, use and disclose information for the following purposes and personal information will not be further processed in a manner that is incompatible with these purposes:

  • to enable you to customise or personalise your experience of our website
  • to enable you to access and use our website, associated applications and associated social media platforms;
  • to contact and communicate with you;
  • for internal record keeping and administrative purposes;
  • for analytics, market research and business development, including to operate and improve our website, associated applications and associated social media platforms; to run competitions and/or offer additional benefits to you
  • for advertising and marketing, including to send you promotional information about our products and services and information about third parties that we consider may be of interest to you
  • to comply with our legal obligations and resolve any disputes that we may have; and
  • to consider your application for funding from Ryan Howsam when you apply online using the form provided.

4. Disclosure of personal information to third parties

We may disclose personal information to:

Third party service providers for the purpose of enabling them to provide their services, including (without limitation) IT service providers, data storage, hosting and server providers, ad networks, analytics, error loggers, debt collectors, maintenance or problem-solving providers, marketing or advertising providers, professional advisors and payment systems operators; our employees, contractors and/or related entities; courts, tribunals, regulatory authorities and law enforcement officers, as required by law, in connection with any actual or prospective legal proceedings, or in order to establish, exercise or defend our legal rights; and third parties, including agents or sub-contractors, who assist us in providing information, products, services or direct marketing to you.

5. International transfers of personal information

The personal information we collect is stored and processed where we or our partners, affiliates and third-party providers maintain facilities. By providing us with your personal information, you consent to the disclosure to these overseas third parties.

We will ensure that any transfer of personal information from countries in the European Economic Area (EEA) to countries outside the EEA will be protected by appropriate safeguards, for example by using standard data protection clauses approved by the European Commission, or the use of binding corporate rules or other legally accepted means.

Where we transfer personal information from a non-EEA country to another country, you acknowledge that third parties in other jurisdictions may not be subject to similar data protection laws to the ones in our jurisdiction. There are risks if any such third party engages in any act or practice that would contravene the data privacy laws in our jurisdiction and this might mean that you will not be able to seek redress under our jurisdiction’s privacy laws.

6. Your rights and controlling your personal information

Choice and consent: By providing personal information to us, you consent to us collecting, holding, using and disclosing your personal information in accordance with this privacy policy. If you are under 16 years of age, you must have, and warrant to the extent permitted by law to us, that you have your parent or legal guardian’s permission to access and use the website and they (your parents or guardian) have consented to you providing us with your personal information. You do not have to provide personal information to us, however, if you do not, it may affect your use of this website or the products and/or services offered on or through it.

Information from third parties: If we receive personal information about you from a third party, we will protect it as set out in this privacy policy. If you are a third party providing personal information about somebody else, you represent and warrant that you have such person’s consent to provide the personal information to us.

Restrict: You may choose to restrict the collection or use of your personal information. If you have previously agreed to us using your personal information for direct marketing purposes, you may change your mind at any time by contacting us using the details below. If you ask us to restrict or limit how we process your personal information, we will let you know how the restriction affects your use of our website or products and services.

Access and data portability: You may request details of the personal information that we hold about you. You may request a copy of the personal information we hold about you. Where possible, we will provide this information in CSV format or other easily readable machine format. You may request that we erase the personal information we hold about you at any time. You may also request that we transfer this personal information to another third party.

Correction: If you believe that any information we hold about you is inaccurate, out of date, incomplete, irrelevant or misleading, please contact us using the details below. We will take reasonable steps to correct any information found to be inaccurate, incomplete, misleading or out of date.

Notification of data breaches: We will comply laws applicable to us in respect of any data breach.

Complaints: If you believe that we have breached a relevant data protection law and wish to make a complaint, please contact us using the details below and provide us with full details of the alleged breach. We will promptly investigate your complaint and respond to you, in writing, setting out the outcome of our investigation and the steps we will take to deal with your complaint. You also have the right to contact a regulatory body or data protection authority in relation to your complaint.

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7. Cookies

We use “cookies” to collect information about you and your activity across our site. A cookie is a small piece of data that our website stores on your computer, and accesses each time you visit, so we can understand how you use our site. This helps us serve you content based on preferences you have specified. Please refer to our Cookie Policy for more information.

8. Limits of our policy

Our website may link to external sites that are not operated by us. Please be aware that we have no control over the content and policies of those sites, and cannot accept responsibility or liability for their respective privacy practices.

9. Changes to this policy

At our discretion, we may change our privacy policy to reflect current acceptable practices. We will take reasonable steps to let users know about changes via our website. Your continued use of this site after any changes to this policy will be regarded as acceptance of our practices around privacy and personal information.

If we make a significant change to this privacy policy, for example changing a lawful basis on which we process your personal information, we will ask you to re-consent to the amended privacy policy.

For more information on your data please contact

info@ryanhowsam.com

This policy is effective as of 25 October 2019.