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Kelly Sarber's negotiation strategy challenged existing practices in the waste management industry by going beyond the traditional scope of services. Instead of just focusing on waste management, she incorporated a solution to a local problem into her bid. In the case of Oceanside, California, she promised to bring in a truckload of Arizona sand each time her trucks came to pick up the city's trash, addressing the city's erosion problem. This innovative approach not only won her the contract but also set a precedent for other companies to consider local issues and provide comprehensive solutions.
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Kelly Sarber worked in sales for a waste management firm in Arizona. Looking to expand beyond the state, she was pursuing a contract in Oceanside, California. When the bids came in from the other companies competing for the business, hers was five dollars per ton higher, but she won the bid anyway. How did she do it? Sarber learned that Oceanside was struggling with an erosion problem and was dramatically losing the sand on its coveted beaches. In addition to needing trash hauled away, Oceanside needed a solution to its sand-loss problem. As part of her bid, she promised that her trucks would drive in a truckload of Arizona sand each time they came to pick up Oceanside's trash. Knowing what they needed enabled her to win the negotiation on favorable terms for both parties.
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