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GEORGE LUCAS
Building Profitable Relationships
For over 25 years George Lucas has been a resource to organizations as a speaker, trainer, consultant, and field coach. He works closely with his clients to assist them in the advancement of best practices as they work to build profitable relationships with their clients and prospects, vendors, and internal resources. His primary areas of expertise include business-to-business negotiation skills, sales and business development, marketing strategy, and leadership skills. Lucas has conducted these initiatives across North America, Asia-Pacific, Europe, Latin America, and Africa.
A partial list of his clients includes: AON; Sonoco Paper; Sedgwick CMS; MCR Safety; Fed Ex; Primacy Relocation; Orgill Hardware.; and The New York Times Broadcast Group. Of note is that none of his clients have a strategy of being the "cheapest" option in providing services and products to their clients. They all, however, have developed an approach centered on identifying, delivering, communicating, and being compensated appropriately for the value they provide.
Lucas received his Bachelors degree from the University of Missouri - Columbia, and subsequently served in field sales positions with American Hospital Supply Corporation and Pitney Bowes. He returned to Mizzou to complete both an MBA and Ph.D. in Business Administration. George has held faculty positions at both Texas A&M and The University of Memphis. He was recognized as one of the top professors in the Executive and International MBA programs.
PROGRAMS/LEARNING EXPERIENCES
The One Minute Negotiator (The Co-Author of the WSJ and NYT Best Seller)
* Moving from Victim to Victor in a Life Filled with Negotiations
* The rampant disease of "Negotiaphobia" and the 3-Step E-A-S-Y Process to Treat it
* The Flawed Tactic of Compromise
* The Four Viable Negotiation Strategies and when to use each one
* Pearls of Wisdom for Experiencing More Success with Less Stress in your Life
Succeeding in the Battle Field of Competitive Negotiations
* Why Bullies ultimately lose, while Gladiators thrive
* Uncovering Red Chips, Blue Chips and Green Chips, and how to use them
* Fortification tactics to take and defend the "High Ground" in negotiations
* Countering tactics to ward off Attacks from the other side
* Offensive moves to get what you want, and keep it
The Ultimate Collaborator
* Why win-win is rare, and how it works
* Creating an environment for Collaboration and Category Management
* Ten tips to get past Positions and surface true Needs
* The biggest secret of Collaboration: Needs Discovery
* The power of bringing and working with Multiple Options
Building Collaborative Trading Partnerships for Winning Supply Chains
* Factors making Collaborative Partnerships Valuable
* Why trading partnerships fail, and what you can do to make them Work
* The Five Components of any Alliance or Partnership
* The Power of the Trading Partnership Workshop
* Keeping the Relationship on the Up Swing
Leadership Makes the Difference!
* Why Managers are a dime a dozen and Leaders are rare
* Leading different people differently
* Use your Brain, but it's OK to show your Heart
* In Today's Economy there is no Substitute for Courage
* The Future is Dim without the Light of a Learning Culture
Committed Teams are Solid Gold For Your Bottom Line
* What is Commitment, and why is it so Valuable
* The Commitment Cycle, Secrets for creating an Upward Spiral
* The Link between Commitment and Customer Retention; and Growth
* Ten Keys to Opening the door of Commitment
* Fostering a Learning Culture in your Team
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865 - 546 - 0000
