Workshop 1
Introductions/objectives/methods
About agreements - terminology and common options
About negotiation - fact from fiction and a review of the negotiation process.
Preparing for Meetings - objectives, running the meeting, listening Vs hearing, persuasion Vs argument
RolePlays - there then follows a serious of interactive role-plays addressing simple product acquisitions, bespoke developments, and complex multi-site product/services contracts.
Course Summary
Workshop 2
Introductions/objectives & methods
Focus - a short presentation to set the scene on the days activities
Case Study one: What impact a change in capacity status may have on vendor licences and charges.
Case Study two: Leverage - what this means, how to create and use it to one's advantage. How to use leverage to manage expectations, and how to become a more accepting and creative negotiator.
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Managing Supplier Activities
General
Designed to enable buying organisations to be better prepared to manage their supplier activities, both pre & post contract. This one-day workshop provides an insight into supplier drivers (territories, targets, revenue bookings and selling vs account management). Additionally it provides an an introduction into negotiating complex high value IT agreements and provides pointers for “dos and don’ts” in order to ensure buying leverage is maintained.
Agenda
Registration & Coffee
Introductions
Course objective & methods
Focus - a short presentation to set the scene on the day’s activities. Using Black Mountain Software practical experiences to highlight the challenges companies are faced with to effectively manage Supplier activities.
Selling vs Account Management - an overview of supplier drivers and how buying organisations may embrace these to their advantage.
Supplier Activities
Pre-contract: the buying process – an overview of the key stages of an IT procurement. This provides an insight into the process from the supplier’s perspective, the principles of negotiation (an outline of the process, leverage and value for money etc).
Post-contract: managing the supplier relationship – an overview of the challenges companies are faced with in ensuring both the Customer and Supplier fulfill their contractual obligations
Intended for
Persons who will be involved on a day to day basis with 3rd Party Suppliers
Pre-requisites - None
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