Over the past three years, &FLUENCE has worked intensively with Rijk Zwaan, a globally operating company specializing in the breeding of vegetable and fruit seeds, with customers from Asia to Latin America. What started as an assignment to provide insight into negotiation skills has grown into a collaboration in which we strengthen their global teams and elevate their customer relationships.
From Insight to Impact
&FLUENCE began by advising on negotiation processes within the company. We quickly saw, together, the potential for Rijk Zwaan to go beyond just improving skills. &FLUENCE explored how Rijk Zwaan’s teams worldwide could close even better and more sustainable deals—not just for Rijk Zwaan itself, but for all parties involved.
We developed a series of training sessions and guided workshops, tailored each time to the specific regional context. With a hands-on “learning by doing” approach, we supported their Global Client Group in achieving sustainable progress.
Digging Deeper into Existing Relationships
One key insight from our collaboration is that much more value often lies within existing partnerships than initially meets the eye. Rather than trying to make the pond bigger, we focused on making it deeper. We helped Rijk Zwaan make the shift from purely transactional relationships to strategic, sustainable customer partnerships. That means: not just focusing on fulfilling contractual obligations, but looking together at the bigger picture. What do we want to achieve together in the future? And how do we get there—as partners?
The Result?
Customer relationships that go beyond a simple contract. Because when you invest in trust, shared ambitions, and long-term value, you create partnerships that truly bear fruit—for everyone involved.
This collaboration with Rijk Zwaan highlights our work at &FLUENCE: thinking strategically, understanding the context, and creating solutions everyone can stand behind. That’s how we achieve sustainable growth that goes beyond the deal of today.
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