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.

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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​:

The program will be delivered on Zoom in one week across five daily 90-min sessions. The 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.