ICN Classes

At-Your-Site and Public Seminars

LEVERAGE That Works!

  • Identify leverage points used by larger vendors
  • Recognize the selling processes and ploys used by major vendors
  • Understand which misperceptions that lead you to lose bargaining leverage
  • Discern your potential leverage during pre-signing, post-signing management and “renewal” phases
  • Use specific tactics to increase your bargaining leverage against industry giants
Demystifying the Fog
  • What is Cloud Computing?
  • Learn the benefits and risks of Cloud Services
  • Get the factors essential to the paradigm shift presented by Cloud Computing
  • Prepare yourself to acquire Cloud Services
  • Analyze/evaluate Cloud Services options
  • Mitigate Cloud Service risks
  •  Understand Legalese
  • Increase your contracts IQ
  • Negotiate better contracts
  • Enhance your drafting skills
  • Interact better with your attorney/clients
  • Understand the suppliers’ contractual concerns and positions
  • Master negotiation strategies
  • Learn a methodology for ­successful procurement
  • Maximize your protection
  • Gain bottom-line dollars
  • Counter vendor ploys
  • Learn to use RFPs to negotiate with power
  • Obtain meaningful warranties and remedies for vendor-noncompliance
Get Informed. Leave Empowered.
  • Understand what it takes to become a dealmaker and how to become one.
  • Learn how one simple tool can radically transform the way you negotiate with suppliers.
  • Gain insight into the fundamentals of drafting, reviewing, and negotiating technology agreements.
  • Recognize hidden gotchas in contracts and learn strategies for avoiding them.
  • Explore the pitfalls of cloud contracting and identify strategies for getting to “yes” with suppliers.
  • Consider the habits of successful procurement professionals and how they can launch your career.

sharpen your procurement skills

  • Maximize Leverage by Improving Your Redlining Technique
  • Jumpstart Your VMO by More Effectively Tiering Vendors
  • Speed Up Your RFP Process in 3 Simples Steps
  • Do Better Cloud Deals by Implementing a Contracting Philosophy Tool
for Successful IT Deals
  • Understand the process Vendors use to manipulate Customer technical Requirements
  • Develop a Customer-specific process to negotiate technical SOWs
  • Learn how to write attachments for technical Requirements to purchase Equipment, Software, Cloud services, etc.
  • Create warranties specific for technical SOWs
  • Master drafting multilevel Remedies for technical Requirements
  • Use Remedies to get performance instead of lawsuits
  • Sample wording for technical Requirement attachments – Customer version
  • Checklist for drafting technical SOWs
  • Tools for negotiating technical Requirements and SOWs with Vendors


  • Avoid risk
  • Gain and retain power
  • Save money
  • Counter opponents ploys
  • Obtain your objectives
  • Resolve disputes
  • Learn strategies and tactics
  • Get what you pay for

Forms – Training – Templates

  • Establish vendor competition
  • Convert vendor “sales talk” into enforceable contractual commitments
  • Codify all requirements in a single document
  • Align objectives and evaluation criteria
  • Stop vendors from bypassing the procurement process
  • Obtain multiple solutions to your “problem”
  • Gain, improve and retain negotiating power
  • Provide a disciplined, repeatable approach to the RFP process
Results-based Contracting
  • Get Specific Results
  • Change Promises into Contractual Rights
  • Ensure Vendor Compliance
  • Get Meaningful Remedies
  • Reduce Your Risk of Project Failure
  • Save Money, Time, Aggravation and future headaches
Issues, Contracts & Negotiations
  • Learn negotiating tactics you can use
  • Identify appropriate remedies for noncompliance
  • Understand market trends
  • Learn keys to success in development contracts
  • Avoid litigation
  • Save your assets
  • Obtain meaningful warranties and remedies
  • Best-practice elements of great SOWs
  • Getting input from stakeholders for SOW requirements
  • Preventing vendors from using SOWs to modify master agreements
  • Revising vendor-written fuzzy wording that might shift risk to the customer
  • Licensing principles that maximize protections and money savings for customers
  • Drafting SOW acceptance tests so customers get what they pay for
  • Countering practices used by vendors to defeat customer protections in SOWs
Software Maintenance Agreement Training Course
  • Understand your options
  • Identify negotiation leverage
  • Maximize your contractual flexibility
  • Avoid common pitfalls
  • Draft meaningful service levels
  • Set clear software maintenance goals
  • Understand the role of source code escrow
  • Negotiate more favorable terms and conditions

Getting What You Pay For

  • Identify which vendors to manage
  • Enhance relationships with vendors
  • Reduce the risk of vendor nonperformance
  • Learn to use Key Performance Indicators (KPIs)
  • Implement an effective vendor management system