Meet Steve Thompson, The Mind Behind the Value Lifecycle™
My name is Steve Thompson, and I am an expert in getting B2B deals done while maximizing the value to both parties. For over 20 years, I have personally supported thousands of B2B deals worth well over $15 billion – for both B2B selling and buying organizations. My diverse clientele represents dozens of industries and businesses from the Fortune 500 to technology startups. Clients have sent me to every major business center around the globe. When I receive a call from a client, it is almost assuredly a “must-win” deal that is in trouble – and it’s my job to help salvage this deal.
Helping clients understand what “value” really means to them, their key customers / suppliers and their businesses, is my passion. Having the unique perspective of participating in large B2B deals from both sides, I am frequently amazed (and sometimes frustrated) by the question “Why do so many buyers and sellers routinely settle for low value deals?” This is especially true when there is tremendous value for one side (or both parties) that is not even brought into the selling or buying discussion – or arguably worse, is lost during the negotiation or the implementation after the sale.
Past and present clients include such organizations as Abbott Labs, American Airlines, ADC Telecommunications, Aramark, Brinks Corporation, Centrinet, Citrix, Colony Homes, Coca-Cola, Deluxe Corporation, Dun & Bradstreet, Experian, FedEx, Fidelity Investments, Hewlett-Packard, InteliSecure, Johnson & Johnson, Kiewit Mining, KLA-Tencor, Marketo, Maritech AKVA Group, McKesson Corporation, Microsoft, Monster.com, NEC, NCR, PACTIV Corporation, PHH Arval, Pivotal Software, Pure Fishing, Schering-Plough, Symantec Software, Tenneco, Veritas Software and Walmart Stores.
As the founder and president of H2Only (bottled water business), I negotiated the sale of the company seven years later to the largest Japanese beverage company (Suntory Holdings). I have also held the position of Vice President of Sales and Marketing Worldwide for a division of Westinghouse Electric. Prior to that, my background includes Senior Sales, Operations and Management positions with divisions of Stanley Black & Decker and DuPont.
I served as a U.S. Navy Nuclear Submarine Officer after receiving an undergraduate degree in Chemistry from the Georgia Institute of Technology. I also hold an MBA from the JL Kellogg Graduate School of Management at Northwestern University.