Negotiation Framework Methodology
Leverage Management Maturity Model (LM )
The Organizational Alignment Challenge
It’s often said that negotiating without leverage is another form of begging, yet we commonly observe enterprise buyers approaching their IT investments with little time to execute a deal, no alternatives to their proposals, and no valid reasons for the supplier to offer a better, more competitive deal. 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.
Negotiating without Leverage is Just Begging
ClearEdge Partners Negotiation Framework: LM
To assist our clients in achieving best-in-class deal results, 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 26,000+ unique 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
Do we have an organized approach to starting deals on time?
Risk Assessment & Inspection
Do we understand all contractual and business risks?
Forecast & Modeling
How much product/service do we need, and when do we need it?
Deal Timeline Development
Have we documented a calendar of deal-making activities?
How might supplier sales systems and motivations affect my deal?
Deal Option Development
What deal alternatives or "Plan Bs" do we have?
What information will we protect, and what will we share?
Are executives informed, aligned and participating on the deal?
Are we controlling the story with credible and consistent messages?
Want to Grade Your Deal Using ClearEdge’s Framework?
Our negotiation framework acts as an assessment to grade buyer readiness and preparedness to achieve best-in-class results. If you are interested in learning more about how to grade your own deal, feel free to contact us to set up a meeting or take any of our online assessment surveys now.