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Assessing Leverage
& Inspecting for Risk

The first of three online sessions in our IT Deal Maker Academy Workshop, 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

This online 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:

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Is this a Good Deal?

Checklist

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Risk Assessment

Framework

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Leverage Management Maturity Model

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Negotiations

Workshop

Online Agenda

This program 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

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

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

Our Expertise on Your Team.

ClearEdge can help drive cost optimization, risk mitigation, supplier knowledge, and best negotiation practices within your most strategic technology investments. If you are interested in learning more about our Leverage Management Program Services or want to request a proposal, fill out our contact form.

Our Expertise on Your Team.

ClearEdge can help drive cost optimization, risk mitigation, supplier knowledge, and best negotiation practices within your most strategic technology investments. If you are interested in learning more about our Leverage Management Program Services or want to request a proposal, fill out our contact form.

Business Meeting

Assessing Leverage & Inspecting for Risk 

Week of July 11, 2022

12:30 - 2:00 PM EST Daily

Deliver a Custom Training for Your Organization.

ClearEdge can help educate stakeholders on the best practices in cost optimization, risk mitigation, supplier knowledge, and vendor negotiation. If you are interested in learning more about how ClearEdge can deliver a custom training for your organization, fill out our contact form.