Defending Against Strategic Selling
CONTROLLING THE NEGOTIATION
Best Practices for Maximizing Leverage and Value with Incumbents
Tuesday, August 18 When:
RSVP HERE
5:00 - 7:00 PM
Where: Bucca Di Beppo 2051 Hurstbourne Parkway Louisville, KY 40222
ISM - Louisville
Overview of Training: When negotiating with their most strategic suppliers, buyers are often left contemplating the same common questions: How do I know if I’m getting a good deal? When do I know it’s time to stop asking for more? How do I push back on my most strategic suppliers without hurting these critical relationships?
Key Themes: Sales Methodologies
Strategies employed by supplier sales teams to exploit Value-Based Pricing Systems
This session, led by ClearEdge Partners Managing Director Andrew Ozlowski, answers these three questions and more by exploring how suppliers have built their complex sales systems, understanding the key factors that determine price, discussing how to manage internal and external conflict in order to maintain leverage, and set up a winning negotiation strategy with your strategic suppliers by taking a proactive approach to dealing with incumbency.
Nature of the Game
Attendees will learn:
High Stakes Game
n
How to create and maintain leverage across the deal life cycle
n
The 5 questions your team needs to ask to determine if you’re ready to negotiate with your strategic suppliers
n
How to win the negotiation across all 4 stages of the sales process
Understand factors that determine the price
Managing Conflict
Build leverage and maintain world-class pricing and value with incumbent suppliers
The costs of incumbency can be staggering
Winning the Game
How to set-up a winning negotiation against the sales team
Speaker: Andrew Ozlowski, Managing Director, ClearEdge Partners, Inc. Andrew Ozlowski came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within enterprise software and IT consulting services industry. Andrew brings specific expertise to the ClearEdge Practice teams for application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates and brings expertise on deal-making and longterm cost control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.
© 2014 ClearEdge Partners, Inc.
Best Practices for Maximizing Leverage and Value with Incumbents
Tuesday, August 18 When:
RSVP HERE
5:00 - 7:00 PM
Where: Bucca Di Beppo 2051 Hurstbourne Parkway Louisville, KY 40222
ISM - Louisville
Overview of Training: When negotiating with their most strategic suppliers, buyers are often left contemplating the same common questions: How do I know if I’m getting a good deal? When do I know it’s time to stop asking for more? How do I push back on my most strategic suppliers without hurting these critical relationships?
Key Themes: Sales Methodologies
Strategies employed by supplier sales teams to exploit Value-Based Pricing Systems
This session, led by ClearEdge Partners Managing Director Andrew Ozlowski, answers these three questions and more by exploring how suppliers have built their complex sales systems, understanding the key factors that determine price, discussing how to manage internal and external conflict in order to maintain leverage, and set up a winning negotiation strategy with your strategic suppliers by taking a proactive approach to dealing with incumbency.
Nature of the Game
Attendees will learn:
High Stakes Game
n
How to create and maintain leverage across the deal life cycle
n
The 5 questions your team needs to ask to determine if you’re ready to negotiate with your strategic suppliers
n
How to win the negotiation across all 4 stages of the sales process
Understand factors that determine the price
Managing Conflict
Build leverage and maintain world-class pricing and value with incumbent suppliers
The costs of incumbency can be staggering
Winning the Game
How to set-up a winning negotiation against the sales team
Speaker: Andrew Ozlowski, Managing Director, ClearEdge Partners, Inc. Andrew Ozlowski came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within enterprise software and IT consulting services industry. Andrew brings specific expertise to the ClearEdge Practice teams for application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates and brings expertise on deal-making and longterm cost control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.
© 2014 ClearEdge Partners, Inc.
