Online

Deal Leader

Certification

Traditional negotiation training fails to identify, create and exploit leverage in complex buying situations.  Our Deal Leader Certification Track consists of three unique programs which will prepare IT professionals and buyers to compete with their most strategic suppliers through a combination of classroom learning, case studies, workshops, peer reviews, coaching and assessments.

The program combines online presentations, case studies, workshops, peer reviews, coaching and assessment in order to certify participants as Deal Leaders. Those certified across the entire program are able to:

  • Understand supplier sales and pricing systems

  • Assess contracts for risk and inspect deal-specific financial models

  • Identify and counter-act supplier sales strategies

  • Build internal and external messaging plans

  • Assess leverage position and action plan for improvement

  • Align cross-functional stakeholders

  • Build and execute strategic deal plans

Objective

Sessions

ASSESSING LEVERAGE & INSPECTING FOR RISK

 

Designed for those new to their career as a deal-maker, or new to the ClearEdge Leverage Management Maturity Model (LM3), this session will focus on raising awareness of Supplier Sales Systems, the basics of leverage, inspecting contracts for risk, and inspecting forecasts and spending models.

Approach:

This session will utilize full virtual classroom and small virtual group breakouts with hands-on case study workshops including real supplier contract language and supplier proposed "business as usual" pricing models. Participants will receive inspection checklists and frameworks as well as periodic comprehension assessments.

COUNTERING STRATEGY W/ EFFECTIVE MESSAGING

 

Designed for developing deal leaders, this session will focus on how to counteract supplier incumbency by identifying prevailing strategies, understanding switching costs and developing messaging plans.

Approach:

This session will utilize full virtual classroom and small virtual group breakouts with hands-on case study workshops including strategy identification sessions and peer reviews. Participants will receive inspection checklists and frameworks as well as periodic comprehension assessments.

COMPLEX DEAL LEADERSHIP

 

Designed for experienced deal makers this session will focus on building a deal plan to align stakeholders and execute with a supplier. Participants will systematically build a deal plan of their choice including stakeholder priority assessment, leverage position, action plan, risk assessment and messaging plan.

Approach:

This session will utilize full classroom and small group breakouts with hands-on deal-planning workshops, coaching and peer reviews. Participants will leave this session with a fully vetted deal plan to bring back to their organization and certification as a "Complex Deal Leader".

Upcoming Programs

Assessing Leverage & Inspecting for Risk

Online Week of October 12

2:00 - 3:30 PM EST Daily

Countering Strategy with Effective Messaging

Online - Week of October 26

12:00 - 1:30 PM EST Daily

Complex Deal Leadership

Online - Week of October 5

12:00 - 2:00 PM EST Daily

Online - Week of November 9

12:00 - 2:00 PM EST Daily

Leverage Management Fundamentals and IT Deal Strategies are available as virtual or on-site training for individual client orgainzation locations. Click here to request more information. 

Contact Us

Our Address

CEP ClearEdge Partners

254 Second Avenue

Suite 140

Needham, MA 02494

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Phone:        (617) 527-2022
Fax:            (617) 527-8022
Email:         info@clearedgepartners.com

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