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
MANAGING THE ACQUISITION PROCESS
- 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
POWER • PROCESS • PRINCIPLES
- 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
SUCCESSFULLY DRAFT, NEGOTIATE AND MANAGE
- 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