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Who should attend Do Better Deals: Are You Begging Or Negotiating
For Professionals in: Information Technology, Contract Management, Procurement, Finance and Legal
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For Professionals in: Information Technology, Contract Management, Procurement, Finance and Legal

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Seminar Summary:

Get answers and reliable negotiating insights. Learn a proven methodology for managing and controlling acquisitions.  (see full course description)

 
 
 

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Training Course Syllabus:


Do Better Deals:Are You Begging Or Negotiating - Technology Procurement / Purchasing Seminar

Do Better Deals: Get the Results You Need

Benefits

  • Understand successful procurement methodology
  • Master negotiation strategies
  • Gain significant bottom-line dollars
  • Counter vendor ploys
  • Maximize your protection
  • Use RFPs to negotiate with power
  • Obtain meaningful warranties and remedies for vendor noncompliance
  • Get answers and reliable negotiating insights.

Learn a proven process for managing acquisitions so you get the best and safest deal possible. Understand the issues beyond technical considerations: vendor management, the intricacies of contracting, vendor ploys, negotiation strategies and tactics, procurement tools and more. This workshop has saved ICN clients billions of dollars. What’s more, we’ve helped clients ensure their rights, remedies and deal flexibilities.

Do Better Deals: Get the Results You Need Agenda:

Why Negotiate?

  • Are you negotiating or begging?
  • Dealing with opposing objectives
  • Allocate dollars and risk
  • Acquisition: a process, not an event
  • Understand the process
  • Balance price and protection

Negotiations as a Process The Managed Acquisition Process™

  • The rationale for a process
  • Why and how to manage the people, places and things
  • Maximizing your power
  • Gaining stakeholder approval
  • Discussion of the MAP? steps

Vendor Ploys

  • You don’t need to write that down; you can trust me
  • We can’t do that, the GSA won’t let us
  • You’re getting our best price
  • I’ll have to get any changes approved by -corporate

Developing RFP Strategies

  • Why? How? What?
  • Optimizing control with the RFP
  • Integrate your prioritized objectives

Establishing Decision Criteria

  • Deciding: Results or Resources
  • Using the RFI process
  • Quantifying your expectations
  • Identifying additional vendors

Effective Acquisition Teams

  • Why? Who? Rationale?
  • Team structure
  • Roles and responsibilities

Prioritize Objectives

  • Balance price and protection issues
  • Prioritize objectives exercise
  • Consensus through position papers
  • Gain management approval

Optimize Your Side of the Deal

  • Negotiate for dollars and protection
  • Negotiation tactics and strategies
  • Team rules and attitude adjusters

Contract Fundamentals

  • Philosophies, concepts and details
  • Understand warranties, remedies and limitations of liability
  • Establish meaningful acceptance and reliability criteria
  • Hold vendors accountable
  • Your rights and their obligations

Contract Management

  • Why? How? What?
  • Impacting your bottom line
  • Ensure user and vendor compliance
  • Enforcing rights and remedies

Save your seat - register now!

Also available for In-House.

Seminar Summary:

Get answers and reliable negotiating insights. Learn a proven methodology for managing and controlling acquisitions.  (see full course description)

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