Sales and Negotiation Strategy Consulting by Silver Heron Solutions
Sharper Operations. Smarter Growth
Transform commercial complexity into clarity.
Commercial Negotiation
What I do
Running a small business means wearing many hats — but when it comes to negotiation, too many owners leave money on the table. I help SMEs secure better supplier deals, close client contracts faster, resolve conflicts without burning bridges, and prepare with proven frameworks that save time and deliver results. Whether you’re negotiating with a supplier, an investor, or a larger competitor, I’ll give you the confidence, clarity, and strategies to achieve stronger outcomes.
Services
I offer practical one‑day negotiation courses for fast, focused skill development or fully customised training programmes tailored to your sector and challenges. As well as ongoing strategic or fractional support for key negotiations. Whether you need quick improvements, bespoke capability building, or long‑term expert partnership, each option strengthens your ability to negotiate with confidence, clarity and better outcomes.
Why Negotiate
We negotiate more than we realise
Salary. Scope. Deadlines. Priorities. Expectations.
Why good negotiation skills matter;
- They help you get better outcomes, not just quick agreements
- They protect relationships while solving real problems
- They turn conflict into progress instead of friction
- They save time, money and rework later
- They build confidence and credibility as a leader
- They let you trade value, not fight for position
The best negotiators aren’t aggressive. They’re prepared, curious and clear.
Do any of these situations seem familiar?
Situation: Cost Reduction & Supplier Management Rising costs
Issue: Squeezed margins
Solution: Frameworks to secure better supplier terms
Situation: Sales & Client Contracts
Issue: Slow deals, poor payment terms
Solution: Negotiation skills to close faster and protect cash flow
Situation: Partnerships & Investment
Issue: Growth requires external support
Solution: Guidance on negotiating with investors and collaborators
Situation: Conflict Resolution
Issue: Disputes risk relationships
Solution: Mediation strategies that preserve trust and resolve issues
Situation: Preparation & Structure
Issue: Lack of time, weak outcomes
Solution: Practical frameworks and checklists for effective prep
Situation: Balancing Power
Issue: Facing larger companies
Solution: Confidence-building tactics and agility-based strategies
Situation: Contract Clarity
Issue: Risky clauses, hidden pitfalls
Solution: Clause-by-clause guidance to avoid costly mistakes
Situation: Low or Poor Emotional Intelligence
Issue: Stress and miscommunication
Solution: Training to manage emotions and read signals effectively
How I can help
One Day Courses
Strategic and Fractional Support
Customised Courses
Fast, focused, and practical.
Designed for SME owners and teams who want to sharpen specific negotiation skills in a single day.
• Supplier negotiation for cost reduction
• Client contract negotiation for better terms
• Conflict resolution and relationship repair
• Emotional intelligence in high-stakes conversations
• Power dynamics: negotiating with larger companies
Customised Courses
Strategic and Fractional Support
Customised Courses
Tailored training for your business challenges.
We co-design sessions around your sector, team dynamics, and current negotiation needs.
• Delivered in-person or online
• Includes prep frameworks, role-play, and post-course resources
• Can focus on sales, partnerships, procurement, or internal conflict
Strategic and Fractional Support
Strategic and Fractional Support
Strategic and Fractional Support
Ongoing negotiation support when you need it most.
I act as your part-time negotiation lead — helping you prepare, structure, and execute key conversations.
• Fractional support for founders and leadership teams
• Strategic input on supplier deals, investor pitches, and client contracts
• Available monthly or per-project
Sales Process development
What I do
By starting with your buyer and the journey they go through in solving their problems, I help you align your sales and commercial operations. Leaving you with a more profitable and effective business.
Services
By aligning strategy with buyer journeys, I help you have shorter sales cycles, higher conversion rates, and stronger cross-functional alignment.
How I work
How I work
Through a simple 4-step model, we will help you unearth the real issues holding you back and develop your team and processes for the future.
Common Friction Points
Does any of this sound familiar?
If you're leading a growing B2B business, you’ve likely felt the friction:
Sales cycles dragging on? Let’s shorten time-to-close and enhance your commercial strategy.
Reps struggling to connect? Equip them with sales enablement tools to engage with precision.
Teams misaligned? Build a unified commercial engine to achieve operational excellence.
Incentives misfiring? Reward what drives revenue—not just activity, to improve sales effectiveness.
These aren’t just symptoms. They’re signals that your sales process isn’t aligned with how your buyers make decisions. That’s where I come in.
I partner with SMBs to eliminate sales friction and build buyer-aligned systems that drive measurable results. Whether you’re scaling up or recalibrating, I help you:
Cut deal cycles by weeks.
Boost conversion rates with targeted enablement.
Align sales, marketing, and ops around shared outcomes to ensure operational excellence.
Design incentives that reinforce the right behaviours to support your commercial strategy.
Build resilient, self-sufficient teams that thrive beyond our engagement.
What Changes When You Align With Your Buyer
Shorter Sales Cycles
Because your commercial strategy mirrors the buyer’s journey—not your org chart.
Higher Conversion Rates
With sales enablement that resonates with real buyer needs, driving sales effectiveness.
Greater Team Alignment
Across sales, marketing, and operations—ensuring operational excellence as everyone pulls in the same direction.
Performance That Scales
Through incentive models and workflows that reward the right behaviors, contributing to overall sales effectiveness.
I bring enterprise-grade expertise to small and mid-sized businesses, helping you build commercial systems that are lean, buyer-centric, and designed for growth. I collaborate with you to develop and execute initiatives that drive results.
Services
Sales Effectiveness
Revitalise underperforming sales functions by embedding scalable processes, clarifying pipeline dynamics, and instilling commercial discipline through a strong commercial strategy. The result? Accelerated revenue growth, improved forecast accuracy, and a sales team equipped for operational excellence that consistently converts opportunities into impactful results, enhancing overall sales effectiveness and enabling effective sales enablement.
Commercial Strategy
Align pricing, partnerships, and go-to-market execution with your commercial strategy and strategic business goals. I help you sharpen positioning, enhance operational excellence, and unlock growth through commercially sound decisions that improve sales effectiveness and resonate with both customers and stakeholders.
Operational Excellence
Resolve execution gaps across teams, systems, and geographies to enhance your commercial strategy and drive consistent commercial performance. I bring structure, visibility, and accountability—transforming complexity into clarity, which fosters operational excellence and boosts sales effectiveness, enabling your business to operate with precision and agility through effective sales enablement.
Interim Leadership
Step into critical leadership gaps to stabilize operations and guide strategic transformation with a focus on commercial strategy. I provide senior-level direction that fosters operational excellence, builds trust across functions, and enhances sales effectiveness. By delivering momentum, I ensure your teams stay focused, aligned, and ready for what’s next through effective sales enablement.
Sustainable Transition
Build resilient, self-sufficient teams and structures that thrive beyond the engagement by focusing on operational excellence and sales effectiveness. I ensure knowledge transfer, embed best practices in your commercial strategy, and leave behind a foundation for continued success—so your business grows without long-term dependency through effective sales enablement.
Modular Engagement. Maximum Impact.
1. Business Assessment
2. Targeted Interventions
2. Targeted Interventions
Quickly uncover what’s holding your sales effectiveness and commercial strategy back. Through targeted diagnostics, I identify root causes across strategy, execution, and sales enablement—giving you a clear, actionable view of where to focus for maximum impact on operational excellence.
2. Targeted Interventions
2. Targeted Interventions
2. Targeted Interventions
I deliver focused, time-bound solutions that address the real issues—focusing on operational excellence rather than just symptoms. I design and implement interventions that enhance sales effectiveness and drive measurable change, whether it’s fixing pipeline leakage, aligning incentives, or sharpening our commercial strategy and go-to-market execution.
3. Capability Development
4. Professional Transition
4. Professional Transition
Build the systems, skills, and processes your teams need to sustain success through a strong commercial strategy. I work with you to embed scalable workflows that promote operational excellence, elevate team competencies, and ensure your commercial engine is equipped for sales effectiveness—long after our engagement ends.
4. Professional Transition
4. Professional Transition
4. Professional Transition
Ensure a seamless handoff to internal teams with no drop in momentum, supporting your commercial strategy. I provide structured transition plans, knowledge transfer, and coaching focused on operational excellence—so your business continues to thrive with confidence and independence, enhancing sales effectiveness and enabling sales enablement.
Meet Keith Burgess
I’ve led sales enablement and commercial strategy across global organisations. Now, I apply that expertise to SMBs, focusing on operational excellence by translating complexity into clarity and enhancing sales effectiveness as teams build systems that scale.