Our Leverage Management Methodology
The Basis of Our Training Curriculum
To assist our clients in achieving best-in-class deal results, ClearEdge developed a negotiation framework and methodology that walks organizations through the precise steps and skills needed to maintain leverage with any supplier. Our methodology, the Leverage Management Maturity Model (LM3), was created by analyzing deal trends across 40,000+ unique client engagements, providing the data to accurately distill a set of proven, repeatable best practices common to the most successful deals.
Do you have an organized approach to starting deals on time?
What information will we protect, and what will we share?
Deal Timeline Development
Have we documented a calendar of
Risk Assessment & Inspection
Do we understand all contractual and business risks?
Are the executives informed, aligned, and participating on the deal?
How might supplier sales systems and motivations affect my deal?
Forecast & Modeling
How much product or service do we need, and when do we need it?
Are we controlling the story with credible and consistent messages?
Deal Option Development
What deal alternatives or
"Plan Bs" do we have?
Stakeholder Awareness Trainings
Developing a culture of Leverage Management requires all deal stakeholders to be on the same page. ClearEdge offers a portfolio of awareness-building training and content that ranges from in-person instruction, virtual trainings, and on-demand learning. The goal is to educate stakeholders on supplier pricing strategies and tactics, and define their role in managing leverage -- from controlling critical information to building credible alternatives.
IT vendors have complex, repeatable systems in place to determine and extract the maximum value you’re willing to pay for their solutions. Understanding these systems enable buyers to devise a plan to maximize the value of their purchases.
Sales Systems &
Negotiating without leverage is just begging. Based on the experiences of thousands of client deals, ClearEdge has distilled the nine capabilities that maximize leverage and consistently drive best-in-class deal outcomes.
Leverage Management Fundamentals
Our Analytics Team spotlights the industry's largest suppliers, reviews specific challenges, and offers proven tactics to neutralize their sales behavior. These session are updated annually and available on-demand via short videos.
Identifying and resolving risk in IT contracts pays long-term dividends. These sessions provide a consistent framework for assessing risk in contract language and advise on what terms to demand – or eliminate – from supplier agreements.
Interested in Other Educational Content?
Download our Guides, Watch Our Webinars, Read Our Blog.
Stay Up to Date
With Our Supplier Trends Blog
Gain access to short format blogs that detail the most recent trends in the IT supplier market.
Interact With the Experts
During Live & Recorded Webinars
Gain exclusive access to all webinar recordings and registration for upcoming live presentations.
Leverage Management Portal
ClearEdge uses its Leverage Management Portal to store deal data, consult on best practices, track engagement milestones, and recommend on-demand content and education to keep your team on top of all of the necessary action items to drive deal success.
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.