Class 1 (Q3): Deal Process & Leverage / Forecasting & Proposal Risk Assessment / Information Control (1)

*This class will be held daily for 5 days from 12:30 PM to 2:00 PM. IMPORTANT NOTE: After purchasing your ticket, please refrain from selecting the "Add to Calendar" option. Our system will email you the correct link to add the event to your calendar.

The Foundation of Leading Deals and Negotiations 

This class is designed and developed to educate clients in the systems and processes used by supplier sales teams and introduce the basics of managing leverage to impact deal negotiations. Participants will be provided tools for inspecting proposals through the use of case studies and workshops that highlight how suppliers think and act during a negotiation process as well as the importance of implementing and internal messaging plan to control the flow of information to the supplier that could negatively impact a client’s deal leverage.

Learning Objectives:

• Review and understand supplier sales processes and value-based pricing systems 

• Get an introduction…