CASE STUDY #2 Background: Situation the candidate is in You were recently tasked by your Sales Leader to drive an outcome proving that your customer is looking to you for thought partnership, insights and guidance. The customer account has traditionally been transactional in nature and your relationship plateaued long ago. The customer has been happy with the Honeywell relationship but is accustomed to little interaction and lowest possible pricing. You lack strong metrics but your leadership believes we should be selling much more into this customer, probably on the order of twice their current $6 million dollar annual spend with Honeywell. They prefer Honeywell quality and service over competitors but continue to buy on price. Margin expansion is a key goal in your business yet competitors are dropping their prices. Areas of focus: What the candidate should analyze and consider The customer wants to negotiate a price discount in return for placing a 30% larger than normal order for Q4. The customer has been investing in the Connected Buildings space and Honeywell could be a larger enabler to their strategic priorities than they realize. Actions for Candidate: Develop a plan of action for addressing the request from the leader and subsequently your approach with the customer.