Assessing Leverage

& 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

Approach

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?

Checklist

Risk Assessment

Framework

Leverage Management Maturity

Model

Negotiations

Workshop

Online Agenda

The online delivery of Assessing Leverage & Inspecting for Risk is delivered across five 90-minute modules, each set throughout one week and includes some brief nightly "homework" to prepare for each module.

Module 1: The Pricing Game

  • Welcome & Introductions

  • Introduction to Value Based Pricing - Presentation

  • Value-Based Pricing - Group Discussion

  • Homework Assignment

Module 2: Sales Systems & Motivations

  • Negotiations - Workshop

  • Sales Systems and Motivations - Presentation

  • Sales Systems and Motivations - Group Discussion

Module 4: Case Study 

  • Case Study - Leverage Assessment

  • Case Study - Leverage Assessment Group Discussion

  • Case Study - Risk Inspection (Inspect Contract)

Module 5: Case Study 

  • Case Study - Risk Inspection (Review Contract)

  • Class Wrap

Module 3: Neutralizing the Sales Game

  • Neutralizing the Sales Game - Presentation

  • Leverage Management Implementation - Group Discussion

  • Homework Assignment

 

"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

 

Register Now

Assessing Leverage & Inspecting for Risk is available online for $995/person. 

Group discounts are available for multiple participants from one organization.  Contact your ClearEdge account team.

Assessing Leverage & Inspecting for Risk 

Week of October 12

2:00 - 3:30 PM EST Daily

Contact Us

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