Senior Sales Vice President, Billion Dollar High Tech Company: "I wholeheartedly recommend the services of Gary Beal. As a consultant, Gary assumes the role of advisor/strategist, acting as team member on specific sales opportunities. His cooperative and flexible style mix well with his many years of experience in sales negotiating strategy, . . . (making him) an invaluable asset on many large-scale sales campaigns. In fact, . . . Gary provided the breakthrough strategy that eliminated an obstacle to obtaining a significant contract with a major telecommunications equipment provider."

Senior Claims Vice President, Global Insurance Company: "Gary is exceptionally gifted as a trainer and negotiator. His knowledge and understanding of the art of negotiating comes across loud and clear. We . . . had occasion to engage Gary's services in developing a strategy to negotiate large claims. On one particular case we were faced with a "firm" $275 million demand to settle a case where a salt mine had collapsed. Through intense planning and strategizing with Gary, we developed a strategy that directly led to an agreement that we felt saved our company $25 million to $50 million."

Senior Vice President, International Sales: "(Our company) enlisted Gary Beal's negotiation consulting services to help our international (twenty-one countries) sales teams write better business for the company. Gary . . . helped our sales people better understand their position, strengths, and situation with respect to our customers. Feedback from our sales and management teams . . . has been extremely positive . . . on Gary's logical, non-threatening, comprehensive style of leading the team through detailed planning sessions."

Vice President Sales, Global Software Company: "We used Gary at (company name) to help us grow the size of our deals, reduce discounting, and also reduce the sales cycle. I thought I was a pretty good negotiator until Gary worked with our group at which point I really learned how much more I can improve my game, and help my sales people improve."

Director of Claims, National Insurance Company: "In my capacity as Director of Claims I oversee the handling of large casualty claims. On several of these claims I used the services of Gary L. Beal on the negotiation aspects of settling the claim. His contribution in this arena has been outstanding, to the point of saving my company millions of dollars in settlement expense. He has enormous background and experience in the negotiation process, and helped us see opportunities and leverage points that had escaped our best negotiators, who had spent months preparing (certain cases). He has helped us create powerful strategies for bringing cases to fair and reasonable conclusions, as well as crafting subtle negotiating tools to deal with sensitive individuals and situations. Gary also brings to the table a unique ability to raise the hard issues and point out the flaws of current approaches without ruffling feathers or losing the crucial ownership of the people who will do the actual negotiating."

Vice President, Silicon Valley High Tech Company: "Gary's skill set includes not only a vast negotiation repertoire, but a highly effective consultation style that allows him to work with a variety of . . . personalities, getting ownership . . . for the ultimate outcome of the negotiation. I have been in . . . management for 14 years, but I have never before experienced the creation of negotiation strategies as powerful and comprehensive as the ones Gary helped us with. He went through a disciplined process of making us examine exactly how we intended to proceed on the negotiation, pressing us on our assumptions and the gaps in our logic or data. After thoroughly examining every part of the deal, he helped us build a number of scenarios for improving the outcome, and making sure that we were committed to successful implementation."

Global Account Manager, Multi-Billion Dollar Manufacturer: "I asked Gary Beal to help my team on a critical customer negotiation where the customer was resisting a price increase, and threatening to find another supplier. We were selling a component to an OEM on a mature (consumer) product-line. We had been selling this component at a loss. When . . . we advised (the customer) that we needed to raise the price significantly . . . they balked and threatened to find another supplier. Gary was able to assess the . . . situation . . . pinpoint the leverage points that we needed to use, and give us a game plan. We followed plan and the customer reacted exactly as Gary said they would. We ended up closing that business at 33% above our previous price point (remember, this was a mature product!) and . . . (got) the customer to make a commitment to double their volume. The amazing thing to me was how, by using the strategy (Gary) outlined, we actually improved our relationship with this customer."

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Gary L. Beal and Associates
4832 Foxglove Court
Santa Rosa, CA 95405
Phone: 707-538-8656
E-mail: info@negotiator.net