Architectural Structure

Deal Strategy Assessment 

Grade your negotiation strategy against best-in-class deal data from over 40,000 deal negotiations that ClearEdge has assisted in, involving the inspection and analysis of more than $60B in IT spend. Take the Deal Strategy Assessment to find out how prepared you are for deal success. 

The Risk Hidden in Your Deal

Why is it Important to Achieve a Favorable Negotiation Position?

Technology adoption has exploded due to the recent trend of enforcing all-remote workforces, forcing IT acceleration and transformation for most business enterprises. The commitment customers make to standardize and integrate technology within their businesses results in high switching costs and makes it hard to ever switch off incumbent technology providers. As a result, many customers find themselves entrenched with their vendors as they gain a reliance on their solutions. This “reliance” translates to a lack of leverage at renewal time, often leaving customers vulnerable to large price increases and locked-in annual costs.


This Deal Assessment will analyze your current negotiation strategy and compare it against the best deal practices aggregated across all ClearEdge client engagements to identify areas of improvement and risk mitigation for your organization. 

The Deal Strategy Assessment Grading Criteria

A Measure of Your Negotiation Position

Vendor sales teams are masters at executing their intricate deal strategy, winning over customer stakeholders, constructing convoluted and complicated spending models, and growing their product footprint within a customer’s organization. These activities occur as the sales team actively works to eliminate any and all sources of negotiation leverage you may have.


To assist our clients in achieving best-in-class deal results and compete against any sales team, ClearEdge developed a negotiation framework and methodology that walks organizations through the necessary steps, tasks, skills, and action items to maintain and preserve negotiation leverage with any supplier. Our methodology, the Leverage Management Maturity Model, was created by analyzing deal trends across all client engagements, providing the necessary data, insights, and knowledge to properly define the best practices when it comes to executing a successful deal.


Our Leverage Management Maturity Model Framework highlights that organizations who excel in these 9 areas consistently demonstrate best-in-class deal execution:

early warning system-01.png

Early Warning System

Do we have an organized approach to starting deals on time? 

risk assessment-01.png

Risk Assessment & Inspection

Do we understand all contractual and business risks? 

forecast modeling-01.png

Forecast & Modeling

How much product/service do we need, and when do we need it? 

deal timeline management-01.png

Deal Timeline Development

Have we documented a calendar of deal-making activities?

supplier knowledge-01.png

Supplier Knowledge

How might supplier sales systems and motivations affect my deal? 

deal option dev-01.png

Deal Option Development

What deal alternatives or "Plan Bs" do we have?

information control-01.png

Information Control

What information will we protect, and what will we share? 

exec engagement-01.png

Executive Engagement

Are executives informed, aligned and participating on the deal? 

messaging development-01.png

Messaging Development

Are we controlling the story with credible and consistent messages? 

Architectural Structure

The Deal Strategy Assessment Report

After you take the assessment, you will receive:

Deal Strategy Summary and Overall Leverage Score

ClearEdge will create an executive summary that details the overall vendor relationship with your organization, the observations made from your assessment results, and your overall grade on how prepared your organization is to start negotiations and drive best-in-class results. This section will provide a high-level overview and visualization of how well your organization is currently performing in each of the nine areas highlighted in ClearEdge’s Leverage Management Maturity Model Framework.

Deal Strategy Scorecard

To provide context of the results and feedback highlighted in the Executive Summary section of this report, ClearEdge will provide a detailed score breakdown for each of the nine categories in the Leverage Management Maturity Model Framework. Each category will be accompanied by a specific grade for your organization and comments made by ClearEdge subject matter experts justifying the score assigned.

Areas of Improvement and Recommendations

ClearEdge will detail the major areas of improvement that your organization needs to address with recommended actions that can be taken to mitigate the risks currently presented in your deal negotiation. In addition to recommended actions that your business can take to ensure deal success, ClearEdge will also provide related service offerings that can augment your team during the negotiation process.

Grade Your Deal Now

If you are interested in receiving the custom Deal Strategy Assessment Report highlighted on this page, feel free to contact us to set up a meeting to discuss your most pressing deal or take our online leverage assessment survey now and we will follow up with more information.

 
 
 
 

Take the Assessment Now to Gain Access to the Report

Leverage Assessment Mockup.png
Image by Scott Graham
TAKE THE DEAL
STRATEGY ASSESSMENT NOW.

This Deal Strategy Assessment takes into account best-in-class deal data from over 30,000 deal negotiations that ClearEdge has assisted in, involving the inspection and analysis of more than $60B in spends. Take the Deal Strategy Assessment to find out how prepared you are for deal success.

WANT TO GRADE YOUR DEAL? 
SCHEDULE
NOW.

If you’d like to receive a personalized report and more in-depth insights on how your deal-making activities compare to others’, click the link below to schedule a meeting with us.

SCHEDULE A MEETING WITH US.