Deal Process & Leverage / Forecasting & Proposal Risk Assessment / Information Control

The Foundation of Leading Deals and Negotiations This class is designed and developed to educate clients in the systems and processes used by supplier sales teams and introduce the basics of managing leverage to impact deal negotiations. Participants will be provided tools for inspecting proposals through the use of case studies and workshops that highlight how suppliers think and act during a negotiation process as well as the importance of implementing and internal messaging plan to control the flow of information to the supplier that could negatively impact a client’s deal leverage.

Learning Objectives:

• Review and understand supplier sales processes and value-based pricing systems 
• Get an introduction to the process to build and maintain deal leverage and be able to apply the process within your organization 
• Understand the primary sources of leverage and how they impact deal outcomes Inspect and assess deal-specific financial models and supplier proposals for risk

Expected Outcomes: 

• Participants will return to their organizations with tools and techniques to improve negotiation execution on their next deal. Tools and worksheets include: Buyer leverage assessment worksheet
• Checklist to determine if you are negotiating a “good deal” 
• Proposal risk assessment guidelines 
• Process with specific tasks to build, maintain, and manage leverage on any dea