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 classroom learning, 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
Each session is an individual, multi-day offering. The Leverage Management Fundamentals session is a pre-requisite for taking the Strategy & Messaging and Complex Deal Leadership sessions. In some cases, participants may receive credits for the 101 course via assessment.
LEVERAGE MANAGEMENT FUNDAMENTALS
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.
This session will utilize full classroom and small 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.
IT DEAL STRATEGIES, TACTICS & 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.
This session will utilize full classroom and small 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.
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".
Leverage Management Fundamentals
Schedule coming soon
IT Deal Strategies, Tactics & Messaging
Schedule coming soon
Complex Deal Leadership
November 12-13 - More Info
Leverage Management Fundamentals and IT Deal Strategies are available as on-site trainings at client locations. Click here to request more information.