Cuisine Coffee: Pitch and Negotiation Report, Analysis, Outcomes

This report examines the pitch and negotiation strategies employed by Cuisine Coffee, a small-sized business aiming to expand its market share and profitability. The analysis begins with an exploration of the Request for Proposal (RFP) process, including essential documentation and its role in c...Read More

Pitch and Negotiation

Table of Contents
INTRODUCTION...........................................................................................................................1
P3) RFP Process along with the documentation required of breaching the terms of an
agreement:...................................................................................................................................1
P4) Competitive tendering and contract process and further recommendation to complete a
successful tender:........................................................................................................................2
P5) Develop a pitch to achieve a sustainable competitive edge..................................................3
Covered in PPT ..........................................................................................................................3
P6) Potential outcomes of a pitch:..............................................................................................3
P7) How does an organisation fulfil their post pitch obligations................................................4
CONCLUSION................................................................................................................................6
REFERENCES................................................................................................................................7

INTRODUCTION
Every organisation irrespective of the size whether small, medium or large are willing to
sustain in competitive market for longer period of time which can be possible if their
management have pitching and negotiation skills. Such skills can assist company in winning all
the contracts according to the terms and conditions. The present proposal is based on Cuisine
Coffee which is a small-sized business looking to expand to capture huge market share and
profitability. The proposal discusses about managing documentation which are relevant to
tenders and contracts, developing a pitch to achieve sustainable competitive edge and assessing
the outcome of a pitch and negotiation.
P3) RFP Process along with the documentation required of breaching the terms of an
agreement:
Request for Proposal (RFP) Document: It is a document that solicits proposal made
through a bidding process either by agency or company which took interests in procuring of a
commodity or valuable assets to potential suppliers to submit business proposals. The
management of Cuisine Coffee is responsible to examine every documents which is required to
execute negotiation. It determines the issues and factors which influences the effectiveness of
contract activities. Following are the some elements of documentation process of negotiation:
Determination of recruitment: There are several functions performed by Cuisine Coffee
in order to product quality and healthy products to the targeted people. For this, the company
recruits skilled and qualified candidates to perform allotted jobs in order to achieve their desired
goals. In this process of RFP, the firm decided to satisfy the requirements of customers. Further,
this help in providing maximum return to different merchandisers and partners
(Cremades, 2016).
Communication strategy: It is considered as a suitable strategy which assist Cuisine
Coffee to communicate with their interested parties such as employees, suppliers, customers etc.
This will help in negotiating and pitching in order to carry out the process of RFP more
effectively. Bringing transparency in communication enable employees to ask any queries to top
authorities without any interruptions. This will maximises the working environment and
improves productivity of employees.
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Evaluation of Criteria: This aspect support in identifying the effectiveness of RFP
process which help management in making suitable changes to adopt in order to achieve desired
goals.
Through conducting a better discussion about various aspects that facilitate business to
achieve its desired goals, RFP process must required to be followed by Cuisine Coffee to obtain
profitable pitching ideas (Dlačić, Damnjanović and Ribarić, 2017).
P4) Competitive tendering and contract process and further recommendation to complete a
successful tender:
Cuisine Coffee should manage risk and to establish a better relations with other
organisations in order to get future support. Contractual commitment must be used by Cuisine
Coffee which are given as under:
 Business entity work according to terms and conditions mentioned under an agreement or
on rental contracts.
 Firm should merge its business activities with other established businesses in order to
achieve strong position at workplace.
Contract process came into an action when the newly business has finalised the award of
contract. There are mainly eight stags which comes under the process of fixing prices of contract.
It includes request, generate, negotiate, approval, execute, search, comply and review.
Recommendation:
Following are the some recommendation to write a successful tender:
 Using of template provided.
 Structure the document of tender clearly.
 Communicate all useful details.
 Examine the selection criteria.
 Proofreading of tender.
 Submission of tender in time.
Contracts cover any type written agreement, subcontract, contract, binding letters of intent,
memorandum of agreement, memoranda of understanding, lease, deed, assignment, obligation,
transfer, instrument, certificate and many other document, the provisions of which may be
constricting on ant place. Contracting process is most essential which includes different stages
such as:
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Step 1: Selecting a Contract: It is a first stage in which an individual select a contract.
Step 2: Collecting the Necessary Information: It is next stage in which an individual collect
information about the contract. It is essential not to move in any work or activity without a
formal as well as written agreement which is signed by an individual accredited to sign on behalf
of the Cuisine Coffee.
Step 3: Choosing a Negotiator: Procurement & Contracting Services (PACS) are liable for
developing as well as reviewing agreements between the Cuisine Coffee and external parties.
Step 4: The Contract Review Process: In this Cuisine Coffee review the process about how to
achieve better better outcomes in accurate manner.
Step 5: Contract Signing: If the award tool requires Cuisine Coffee signature, or if specific terms
and conditions are concerned (e.g., contracts, clinical trials and some purchase orders).
P5) Develop a pitch to achieve a sustainable competitive edge
Covered in PPT
P6) Potential outcomes of a pitch:
It is more important for the management of Cuisine Coffee to identify and evaluate the
factors that can affect the final outcomes of project. To support them, investors play an important
role in providing financial support to operate its business more successfully. Outcomes used in
the pitching can be further understand as under:
Acceptance: There are number of factors which can affect the business operations and
decision-making process of organisation. To sustain in competitive market, it is important for
Cuisine Coffee to identify the current trends and accept the changes which will profitable
outcome to them. Elevator pitch is an appropriate element (Nudelman, 2017). If an individual
have capabilities to influence other individuals to make right decisions regarding making
investments in project. After that, an agreement called as no shop agreement take place which
reflects that it the particular document will not profitable for company then there is no need to
approach business project in future. As an individual are free to sign the agreement without
getting influenced or bounded by its organisation.
Rejection: It is considered as non-beneficial for the project as under this, the investors
refuse to provide help or do not accept the project. This can happen due to ineffective
communication between the company and investors. To deal with such situations, the
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management must adopt an effective communication channels so as to influence their investors
in favourable way (Pyles, 2017).
No response: It is considered as elevator pitch in which full details about project will be
provided to the investors with an expectation of getting financial support from them in execution
of their project. Analysis of documents properly decreases the chances of refusing by its
investors which in results create path for new business to operate its functions more smoothly.
Come back later: Under this element, business should examine such activities which
brings huge impact on working. It is essential for Cuisine Coffee to manage all the things better
so as to bring expected outcomes. If the management identifies that desired outcomes cannot be
achieved then it is important to implement utilise beneficial attributes in order to draw a
beneficial position at marketplace and achieve huge loyalty of customers in order to sustain in
market for longer period of time. This will required to understand by Cuisine Coffee to manage
their working within an appropriate frame as well as gain customers back in the field.
It is important for Cuisine Coffee to give an appropriate documentation to accomplice
with an aim of following by employees in more effective and efficient manner. For this, Cuisine
Coffee should conduct an appropriate programs in order to expand the aptitudes and information
of their employees in order to get profitable outcome for the same (Rich, 2013).
P7) How does an organisation fulfil their post pitch obligations
Cuisine coffee can fulfil their post pitch obligation by bringing co-ordination and role of
effective working into an organisation, which is necessary to enhance pitching negotiation of the
person to establish a source effective in an organisation. There are different ways through which
Cuisine Coffee can easily fulfil their post pitch obligation is systematic manner. Some are Treat
Your Followup Like a Sales Campaign, Forecast and Track, Keep Them Updated, But Don’t Be
in Pursuit, Understand Their Doubts and Address Them, Get Creative With Your Followup,
Offer to Help Your Investors, . Always Determine the Next Step, Be Nice, Send Updates on
Progress, Be Emphatic, Not Desperate, Connect at Networking Events, Plan Out a Series of
Announcements to Send and Tell Them What They Want to Know. Also, it was noted that
negotiation skills is necessary to led business to work on their operation and human
empowerment to led customer back to the business operation and functioning.
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CONCLUSION
It has been concluded from the above project report that negotiation and pitching is more
important for an organisation while forming a proposal to others with an expectation of getting
financial help from them. For this, the management should analyse RFP process along with the
kinds of documentations required in proposal. It also required to develop an appropriate pitch by
applying key principles to achieve sustainable competitive advantage. It also required for
management to assess the potential outcomes of a pitch in order to identify the effectiveness of
business activities executed in forming a business.
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REFERENCES
Books and Journals
Cremades, A., 2016. The art of startup fundraising: pitching investors, negotiating the deal, and
everything else entrepreneurs need to know. John Wiley & Sons.
Dlačić, J., Damnjanović, V. and Ribarić, I., 2017. Improving learning through case study
competitions: Challenges for teachers and students. Ekonomski vjesnik/Econviews-
Review of Contemporary Business, Entrepreneurship and Economic Issues. 30(1).
Healy, K., 2011. Social work methods and skills: the essential foundations of practice. Palgrave
Macmillan.
Myers, K., 2017. The Aspiring Female Health IT Executive. The Handbook of Continuing
Professional Development for the Health IT Professional. p.197.
Nudelman, G. R., 2017. Engineering identity: Analysing e-portfolios in a professional
communications course. South African Journal of Higher Education. 31(2). pp. 211-
225.
Pyles, D. G., 2017. A social semiotic mapping of voice in youth media: the pitch in youth video
production. Learning, Media and Technology. 42(1). pp.8-27.
Rich, C., 2013. The Yes Book: The Art of Better Negotiation. Random House.
Teckchandani, A. and Obstfeld, D., 2017. Storytelling at its best: Using the StartUp podcast in
the classroom. Management Teaching Review. 2(1). pp.26-34.
Online
Negotiation Skills. 2017. [Online]. Available through: <https://www.bodhih.com/negotiation-
skills/>.
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