IT Contracting Boot Camp

Get Informed. Leave Empowered.

Procurement Training Class

With a curriculum purposefully designed to provide those new to the profession, and veterans looking to get back to basics, with practical tips and tactics for negotiating a better deal with suppliers, this 9-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement. Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.

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February 2020

IT Contracting Boot Camp

February 24, 2020 - February 25, 2020
American Management Association, 1170 Peachtree Street NE, 3rd Floor
Atlanta, GA 30309 United States
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$875.00
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Workshop Outline

IT Contracting Boot Camp

Modules

  • The Art of Becoming a Dealmaker
  • Contracting Philosophy Tool
  • Popular Vendor Ploys and How to Counter Them
  • Fundamentals of Drafting, Reviewing, and Negotiating
  • Four Ways Suppliers Limit Their Risk Contractually
  • Cloud Contracting:  Risks & Strategies
  • 10 Habits of a Successful Procurement Analyst

exclusively for Boot Camp Participants

Second Day Option

Enroll in the CTPS (Certified Technology Procurement Specialist) certification program and leave with this professional designation. During the IT Contracting Boot Camp instructors will deliver critical concepts and need to know information. This training will provide an outstanding background that will allow you to succeed when you decide to move forward with your industry certification.

To learn more about the CAUCUS Professional Certification visit CAUCUSnet.com/certification/

Day 1

Morning Session

Intro to Boot Camp/The Art of Becoming a Dealmaker

  • Dealmaker Defined
  • Satisfactory Conclusion
  • How to Become a Dealmaker?
  • Tip #1:  Find Your Passion
  • Tip #2:  Always Show Integrity
  • Tip #3:  Learn to Use Leverage
  • Rule #4:  There’s No Room for Emotion
  • Rule #5:  Relationships Matter
  • Questions?

Contracting Philosophy Tool

Does your company need the Contracting Philosophy Tool?
In this class, you will learn how to create and use a Contracting Philosophy Tool to:

  • forge ALIGNMENT between you and your internal Stakeholders
  • speed up the preparation and negotiation of IT procurement
  • screen and qualify potential bidders
  • increase negotiation leverage with potential bidders
  • more effectively review and draft Customer contract documents
  • wield maximum leverage in negotiations with potential vendors

Join us in this session to make IT procurement a lot more enjoyable!

Popular Vendor Ploys & How to Counter Them

Why you should know them
  • Protect Yourself
  • Level the Playing Field
  • Shorten Negotiations
Vendor Ploys
  • “Take it or Leave It”
  • Tie-In
  • “Limited Authority”
  • Setting a Precedent
  • “Oh By The Way”…Form Contract
  • “I’ve Got Your Solution”
 
  • “No need for Contract
    • The 3 R’s
    • The Vendor “Changeth”
    • “Not in Contract, Not Part of the Deal”
    • Never sign Form Agreement
  • Vendor Excuses = Ploys
  • Do Not “Argue” with Vendors’ Ploys

Day 1

Afternoon Session

Fundamentals of Drafting, Reviewing & Negotiating

Mission Objectives
  • Provide a systematic approach for reviewing a contract.
  • Share a useful tool for explaining contractual risk to stakeholders.
  • Provide real-time insights into how to mitigate risk in key areas.
Reviewing a Contract
  • Analyze
  • Educate
  • Strategize
  • Respond

Step#1: Analyze

  • Review your supplier’s redline with an eye towards:
    • Understanding the “why” behind each change
    • Recognizing any larger themes driving the redline
      • The mutual redline
      • The lawyerly redline
      • The random redline
  • Insights can help you understand who you’re dealing with and how to appropriately push back.

Step#2: Educate

  • Reaching a “satisfactory conclusion” requires you to build consensus amongst stakeholders.
  • Here’s the rub— you’re the subject matter expert on contractual matters, not stakeholders
  • Educated stakeholders by translating risk into business-friendly terms.

Step#3: Strategize

  • Empower stakeholders by categorizing risk into a red, yellow, green framework.
  • Involving stakeholders in discussion:
    • Increases transparency into the process
    • Makes them feel more involved
    • Allows you to shine

Step#4: Respond

  • After gaining stakeholder consensus, respond with a formal response to redline.
  • Best practice to track all changes (including re-insertion of deleted language).
  • Best practice to provide commentary so as to provide context.

Four Ways Suppliers Limit Their Risk Contractually

In this interactive breakout, we’ll dig into four key contract provisions full of risk: (1) Indemnification, (2) Limitation of Liability, (3) Termination, and (4) Remedies. By the end of this session, you’ll be better prepared to:

  • recognize visible and invisible risk in contracts
  • understand how one contract provision impacts another
  • create risk mitigation strategies
  • develop negotiation strategies for the referenced contract provisions

Day 2

Morning Session

Intro to Boot Camp/ The Art of Becoming a Dealmaker

Cloud Technology
  • Common Acronyms
  • Types of Cloud(s)
  • Cloud Benefits
  • Cloud Gotchas
Cloud Drivers
  • Internal
  • External
Cloud Adoption Risks
  • Usage Risks
  • Exit Risks
Cloud Governance
  • Organizational Requirements
  • Brokering
Cloud Contracts & Risk Mitigation
  • Best Practices
  • Boilerplate
  • Service Level Agreements
  • Maintenance and Support
  • Contract Governance
Cloud Drivers
  • Business Case
  • Total Cost of Ownership
  • Understand & Evaluate Risks
  • Study Cloud Models
  • Evaluate the Suppliers
  • Plan and Manage Transition

10 Habits of a Successful Procurement Analyst

Cloud Technology

In this session we will define and discuss10 basic practices that can make up a “tool kit” for the entry level procurement analyst. Using these will help you perform your job in a more professional, consistent and efficient manner. For many of these, the definition will include a template or tool to help you perform the practice. Here are the 10 we will cover:

  • Use of contract templates
  • Onboarding a new supplier account rep
  • Setting rules of engagement
  • Interviewing internal clients
  • Marketing your services
  • Use of a “short form” RFx
  • Use of a scoring model
  • Tracking key facts about key suppliers
  • Using TCO to get the big picture and finding savings
  • Administering a sourcing team
Day 2 – CTPS Assessments (OPTIONAL)

Afternoon Session

Noon – 12:30Lunch Provided
12:30 – 1:20Procurement Assessment
1:40 – 2:30Contract Management Assessment
To learn more about the CAUCUS Professional Certification visit

— Remember, only a $250 additional fee (includes test and certification)

Certification Benefits

Numerous benefits accrue as a result of acquiring CTPS and/or CTPE accreditation.

Professional recognition.

The designations CTPS and CTPE identify a level of achievement, which is recognized and respected by others in the procurement profession.

Growth potential.

The designations CTPS and CTPE identify a level of achievement, which is recognized and respected by others in the procurement profession.