& Inspecting for Risk
The first of three sessions in our Deal Leader Certification Track, Leverage Management Fundamentals is designed to raise awareness of sales systems, provide tools for reviewing contracts and inspecting proposals, and introduce the basics of managing leverage.
The Fundamentals of Deal-Making
Assessing Leverage & Inspecting for Risk is designed to raise awareness of sales systems, provide tools for reviewing contracts and inspecting proposals, and introduce the basics of managing leverage. Case studies and workshops illustrate the value of information in negotiation, how leverage can shift over time, and where supplier sales teams can hide risky terms within your deal.
Key Learning Objectives
Review supplier sales methodologies and value-based pricing systems
Understand the three main sources of leverage
Assess IT contracts for risk
Inspect deal-specific financial models and supplier proposals
Learn the 9 key capabilities for Managing Leverage
The course combines interactive discussions and self-guided work built on client case studies, actual contract examples, and real supplier proposals. Participants will return to their organizations with tools in hand to improve execution on their next deal. Tools, frameworks and worksheets include:
Is this a Good Deal?
Leverage Management Maturity
Module 1: The Pricing Game
Introduction to Value Based Pricing - Discussion
Negotiations - Workshop
Sales Systems and Motivations - Discussion
Neutralizing the Sales Game - Discussion
Module 2: Case Study A
Contract and Proposal Inspection - Workshop
Contract & Proposal Review - Workshop
Module 3: Case Study B
Contract and Proposal Case Study - Workshop
Leverage Management Overview - Discussion
Leverage Management Assessment - Workshop
"The contract risk assessment workshops are invaluable. With the volume of deals coming across my desk, it’s easy to miss small details that can cause a huge mess down the road. These sessions really sharpened my skills."
Contract Manager – Financial Services
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