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TRAINING

CompeteBig provides two types of training programs for clients:

  • Executive Training (ET) program,
  • Broader Team Training (BTT) program

We can assist you to identify which roles/people should attend certain training courses that you intend to provide to your organization. Training is delivered through onsite and online modules. Onsite training courses are 1-day and 2-day in duration. Online training courses are 3-hour in duration and delivered in two 90-min sessions. Training can be booked online by selecting training courses, selecting calendar dates and making online payment. We can also develop and deliver custom talent development programs for your organization.

HOW TO BOOK TRAINING:

Please scroll down and browse the courses listed in online and onsite training catalogs. Select the training course you are interested in and click on BOOK TRAINING on pop-up window. Follow the prompting steps to complete your booking. Please discuss with us if you would like customized training programs for your organization.

Executive Training (ET)

This training program is geared towards functional heads and executive leadership teams, and key lead roles. Examples of roles include: CIO, CTO, CDO, Head of Marketing, SVP/EVP/VP/Director of Procurement, CFO, CEO, Head of Supply Chain, Head of HR, certain key roles directly reporting to the executive leadership, etc. These roles generally exercise decision making, significant influence over supplier or technology or product or services selection.

Broader Team Training (BTT)

This training program is geared towards broader team members who may come in contact with suppliers/providers, may have access to critical information, may participate in supplier evaluation process, may participate in projects, programs representing their departments or owning workstreams. Examples of roles include: key roles reporting to domain leads (e.g., Order to Cash lead, program lead, networking lead, database lead, etc.), procurement/sourcing team members, certain roles in federated IT/services, etc. This training is essential for roles, people who may also be identified as Shadow IT. Shadow IT is typically defined as roles/people who bypass traditional procurement mechanisms to acquire a technology, application, software, product or service to meet their needs for conducting work in their team or organization unit.

Online Training Catalog

The training courses below are 3-hour online training programs. Training is delivered in two sessions of 90 minutes each. Online training courses are offered two times each calendar quarter: in the third week of the first month of the calendar quarter and in the first week of the last month of the calendar quarter. Clients book training in advance by making a payment online. Refunds and reschedules are allowed on a case by case basis for situations where training is not deliverable due to natural disasters or medical illness. Online training courses are priced at $1,195.00 per course per training participant. CompeteBig does not store your credit card or banking information. Your credit card or banking information is sent directly to Stripe (payment processor), ensuring sensitive data never hits CompeteBig servers.

No. Online Training Course Training Participant Duration (Hours)
POL-1 Leverage Creation and Best Price ET, BTT 3
POL-2 Organization Alignment Across Silos ET, BTT 3
POL-3 Understanding Supplier Playbook ET, BTT 3
POL-4 Manage Monopolistic and Strategic Suppliers ET, BTT 3
POL-5 Cloud and Managed Services ET, BTT 3
POL-6 Organize Teams and Develop Alternatives ET, BTT 3

Onsite Training Catalog

The training courses below are either 1-day or 2-day onsite training programs geared towards executives and broader team members. Clients book training in advance by making a payment online. Refunds and reschedulesare allowed on a case by case basis for situations where training is not deliverable due to travel delays or natural disasters or medical illness. Broad Team Training (BTT) programs are priced at $1,995.00 per course per participant. Executive Training programs are priced at $3,295.00 per course per participant. Direct expenses related to travel, lodging, etc. are billed to clients separately. CompeteBig does not store your credit card or banking information. Your credit card or banking information is sent directly to Stripe (payment processor), ensuring sensitive data never hits CompeteBig servers.

Broad Team Training (BTT)
No. Onsite Training Course Training Participant Duration (Days)
POS-1 Better Cloud Deals ET, BTT 1
POS-2 Better Managed Services Deals ET, BTT 1
POS-3 Better Demand Forecast BTT 1
POS-4 Supplier Engagement Plan ET, BTT 1
POS-5 Inspect for Risks in Contracts and Investment Lifecycle BTT 1
POS-6 Messaging Plan and Message Creation ET, BTT 1
POS-7 Contract Value Realization BTT 1
POS-8 Organize Team and Develop Alternatives ET, BTT 1
Executive Training (ET)
No. Onsite Training Course Training Participant Duration (Days)
POS-9 Outsmart Supplier Playbooks ET, BTT 2
POS-10 Organization Alignment Across Silos ET 2
POS-11 Create and Maintain Leverage ET 2
POS-12 Manage Monopolistic/Strategic Supplier Relationship ET 2
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TACTICAL ADVISORY

Shift leverage in your favor

Develop and execute game plan with proven tactics

Always available expert helpline

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CONSULTING

Solve for specific gaps in capabilities

Develop strategic supplier action plan

Prepare senior leadership teams for participation in strategic initiatives

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Paid Online Training

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POL-1. Leverage Creation and Best Practice

Overview

Suppliers have leverage advantage over buyers. Suppliers extend their leverage advantage even more if they are strategic to your business or if they have defacto monopolistic market position. Digital and cloud based offerings are further favoring to their leverage gain. Having access to benchmark pricing information and then negotiating hard for “best deals” leaves organization with overspend and risky terms and conditions. In this training course your team will learn the best practice on how to create and maintain your leverage advantage, how to approach a deal or a supplier, how to inspect for risks and minimize them, and how to engage with suppliers during the life-cycle of relationship with them.

Key Learning – Skills and Know-how Developed

Learn how to identify sources of leverage creation, develop and maintain leverage. Develop skills in understanding how suppliers undermine your leverage. Lead your team in raising the maturity of various components of leverage. Learn organizational risks that weaken leverage. Organize your team for supplier engagement action plan.

Paid Online Training

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POL-2. Organization Alignment Across Silos

Overview

Suppliers love organizations where they notice misalignment across teams and departments. They are able to execute their playbooks with minimum difficulty and shift the competitive advantage in their favor and walk away with fat margins and bigger spend by customer. Organization misalignment is generally recognized by business, IT and procurement teams. But they feel helpless in overcoming the challenges due to various reasons. In this training course your team will learn how to detect critical elements of misalignment; how to develop action plan to organize your team; how to meet expectations of key stakeholders, and how to engage with suppliers so business gets the most value, IT gets the solution that meets requirements, and procurement and CFO teams get the best financial deals and risk-mitigated contracts

Key Learning – Skills and Know-how Developed

Learn how to identify sources of organization alignment challenges. Understand what happens at leadership level and what happens at broader team level. Understand how misalignment creates commercial risks and undermines CIO and CFO agenda. Develop know-how in how to integrate leadership team members in supplier engagement plan. Develop skills in how to enable procurement team to facilitate organization alignment. Train and raise skills of broader team on how to engage with suppliers while maintaining good relationship with them.

Paid Online Training

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POL-3. Understanding Supplier Playbook

Overview

Every single one of interactions you and your teams have with every member of supplier team are part of a highly refined over the years playbook that supplier teams are massively trained on and compensated. Yes, even the friendly interactions your CEO or functional head are having with supplier CEO or leadership teams are highly orchestrated activities. Suppliers teams are rigorously trained on how to take control of agenda away from you. In this training your team will learn how to understand supplier playbook, identify where you have gaps that suppliers will exploit, learn how to organize your own team action plan, learn how to keep control of agenda away from suppliers, and how to manage a relationship that works in your favor.

Key Learning – Skills and Know-how Developed

Learn how to decode supplier playbook and identify key supplier activities. Understand why suppliers undertake certain activities and interact with key members of customer team. Recognize how the complex web of management consulting providers impacts IT procurement. Determine gaps in your team’s preparedness. Develop action plan to engage suppliers for value creation before sales and after sales. Learn skills for the broader team and the leadership teams before they engage with suppliers. Organize your team for consistent messaging and information control.

Paid Online Training

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POL-4. Manage Monopolistic and Strategic Suppliers

Overview

Some suppliers you can’t live without. And they know it. So, the question is how to manage relationships with monopolistic and strategic suppliers. In this training course your team will learn how to develop key elements of a mutually beneficial relationship with suppliers, how to organize your team, how to utilize tools to keep suppliers on their best for value creation for you, how to involve your leadership team in strengthening the relationship for your benefit, and how to keep leverage advantage in your favor.

Key Learning – Skills and Know-how Developed

Learn how to identify risks in your relationship with monopolistic and strategic suppliers. Understand key components of leverage creation. Identify gaps in your leadership team preparedness. Learn how to develop value creation agenda and relationship plan. Inspect and determine risks in deals and prepare action plan to eliminate risks. Identify key members of supplier team and learn how to engage with them for a beneficial relationship. Prepare action plan for broader team and leadership team engagement with suppliers.

Paid Online Training

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POL-5. Cloud and Managed Services

Overview

Clouds and managed services are inevitable in your IT environment. There are two primary sources of risks in going to cloud or digital or modernizing your IT. The first set of risks comes from suppliers/vendors who provide consulting or professional services. Almost all of these suppliers have business relationship (underpinned by revenue growth or market share growth goals) with cloud/digital technology providers. The second set of risks come from the cloud/digital technology providers. Managed services are sold for value creation (cost saving and/or quality of service), but they are delivered for resources and FTE (full time equivalent), and all risks are transferred to buyer through complicated terms and conditions. In this training course your team will learn how to untangle cloud and managed services deals and minimize risks in contracts, how to engage with suppliers, how to hold suppliers to the promise of value creation, and how to prevent lock-in and data control risks.

Key Learning – Skills and Know-how Developed

Understand the hidden risks in cloud and managed services deals. Learn to untangle traps laid by suppliers. Prepare your broader team and leadership team on how to comprehend the obfuscation, over simplification and financial surprises involved in cloud and managed services procurement. Learn how to inspect cloud and managed services deals for commercial risks. Prepare your IT and business on how to facilitate shadow IT for innovation and yet operate within effective governance. Learn to develop skills in ensuring value realization from the investment in IT and services.

Paid Online Training

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POL-6. Organize Teams and Develop Alternatives

Overview

Suppliers teams are in a perpetual pursuit of gathering as much intelligence and insights about customer situation as they can. They use critical information to extend their leverage and take control of customer’s agenda. Supplier leadership holds their customer account teams accountable for executing their account playbook (account action plan), which is a highly refined and sophisticated plan incorporating supplier strategy and tactics for a particular customer. Most customers already find it very difficult to organize their team members on how to engage with suppliers to manage IT and services procurement. This is even more challenging when the suppliers are incumbent/monopolistic/strategic to customer. In this training course your team will learn how to effectively compete with suppliers sales teams and make the best deals beneficial to your organization. Your team will gain insights on key components of leverage and how to build and sustain leverage. Your team will learn how to plan for deals, plan for supplier engagement and maintain beneficial relationship with suppliers

Key Learning – Skills and Know-how Developed

Your team will learn how to understand key components of competitiveness with suppliers. They will learn how to plan a deal, how to identify implicit and explicit assumptions in a deal plan, develop skills in gaining insights on supplier and supplier team, learn to utilize key leverage components, learn to collaborate with their colleagues. You will learn how to drive organization alignment within your leadership and broader teams. You will acquire skills to organize your team and execute supplier engagement plan.

Paid Onsite Training (BTT)

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POS-1. Better Cloud Deals

Overview

Clouds are inevitable in your IT. The risks are heightened due to obfuscation in selling by suppliers and complexity in usage pricing and charges. Lock-in and data ownership are additional risks. For medium to large enterprise multiple types of clouds create significant licensing and compliance challenges, which suppliers are not hesitant to use as a leverage against buyers. CompeteBig provides a proven framework to untangle the complexity and spend risks, methodology to organize your team and action plan, and governance framework development suited to your unique organizational structure.

Key Learning – Skills and Know-how Developed

Learn how to see through supplier obfuscation, misleading pricing and unexplained risks. Identify and manage areas where clouds seep through into organization. Support shadow IT and innovation while managing risks and financial surprises. Put in place governance that address all stakeholders interests. Develop organization alignment and coach key executives on cloud conversations with suppliers and potential providers. Learn how to develop cloud strategy and action plan across the enterprise.

Paid Onsite Training (BTT)

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POS-2. Better Managed Services Deals

Overview

Managed service is fundamentally different from products (software or applications) in that no two contracts are the same. Managed services are acquired for skills, competency and business outcomes. But suppliers price managed services for roles. This disconnect lays the foundation for risks, disputes and serious customer experience issues. Managed services contracting is more complex, which is further compounded by contract changes that are inevitable. CompeteBig brings proven methodologies and frameworks to train your cross-organization team from procurement, finance, business and IT, so you control the agenda and delivery of performance laid out in contracts. We provide your team with knowledge on how to generate value from managed service contracts, which the suppliers so enthusiastically articulated in selling cycle.

Key Learning – Skills and Know-how Developed

Learn how to manage end-to-end selling cycle of supplier. Create value for the organization before the contract is signed. Expand value for the organization after contract is signed. Identify risks in services contracts and manage contract change to your advantage. Put in place governance and vendor performance management. Develop organization alignment and coach key executives on managed services conversations with suppliers and potential providers.

Paid Onsite Training (BTT)

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POS-3. Better Demand Forecast

Overview

Suppliers sales teams are trained in many tricks and tactics to extract over spending from buyer even after the buyer has negotiated higher than market discount. Even if a buyer has negotiated 100% discount, they can end up spending significantly more than a lower discount deal and realize an effective discount much below market average. How suppliers do that? We will share with you how the math is inflated and obfuscated by the sales teams using deal examples. Demand forecast is relatively simple in math but is far more complex in managing variables. Variables are distributed throughout the organization among several stakeholders and users. These variables are often made complicated due to emotional positions that various teams can come to take. The sales teams deliberately inject obfuscation in this process. They often take control of agenda away from client and drive consensus among buyer stakeholders. CompeteBig brings proven methodologies and frameworks to train your cross-organization team in how to manage demand forecasting, drive internal consensus, identify risks early, create supplier action plan for engagement.

Key Learning – Skills and Know-how Developed

Learn how to identify the most important variables of demand forecast, involve internal stakeholders, determine operational risks, determine financial risks, and establish lead owner for generating demand forecast. Learn how to drive internal consensus, manage key stakeholders and involve them effectively. Understand supplier tactics and how they impact demand forecast and deal execution. Understand deal clock and its importance. Learn how to establish the As-is strength of leverage against the supplier, how to build leverage, and determine key elements of supplier engagement plan. Learn how to bring all elements together in an action plan and prepare for the deal execution.

Paid Onsite Training (BTT)

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POS-4. Supplier Engagement Plan

Overview

All suppliers engage with you and your team using a specific, well-defined account plan (playbook). Do you maintain and regularly update your supplier engagement plan? If yes, kudos to you; you are starting right. If not, you are destined to lose control of your agenda and will play catch-up with suppliers. Maintaining good relationships with suppliers is important for continued innovation, new learning and obtaining essential building blocks of business. This requires interactions between various members of your organization and supplier. But that does not mean that these interactions should lead to ceding leverage to suppliers, which is often the case. You have business plans that are updated yearly, you have IT roadmap, you have various business enabling initiatives. But you also need concurrent supplier engagement plans. More than likely you also have strategic suppliers and have relationships with monopolistic suppliers, which requires their own specific approach to engaging with suppliers.

Key Learning – Skills and Know-how Developed

Learn what are suppliers motives and how they pursue them. Understand how to decode various interactions that are initiated by suppliers, identify leverage risks in your interactions with suppliers. Learn how to recognize supplier compelling events. Prepare your team for continuous learning from suppliers and advancing your innovation goals. Learn how to assure value creation in the entire selling-delivery-support cycle of supplier. Equip you team and key stakeholders for interactions with suppliers. Prepare supplier specific engagement plans to save costs, lower contract risks and assure value realization throughout the investment lifecycle.

Paid Onsite Training (BTT)

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POS-5. Inspect for Risks in Contracts and Investment Lifecycle

Overview

Often customers get enamored by deep discounts sales teams offer, and feel great in driving tough negotiations. They may sometimes even get 100% discount deals. But are those good deals? More often than not, they are not good deals. Risks are everywhere: in demand forecast, in leverage levers, in supplier team’s interactions with buyer organization members, in IT projects, in IT programs, in business initiatives, in contracts, in the investment life cycle, in post-deployment operations, in future business events (merger, divestiture, expansion, etc.). It feels daunting to understand, identify and mitigate risks from so many sources and dynamic situations. On top of that are the ever-hanging subtle threats of vendor audits. Suppliers sales teams are well-trained in pushing maximum risks to buyers. Suppliers have highly refined and efficient mechanisms in place to identify risks and to transfer them to customers. Digital, cloud and other modern IT purchases are further making it hard for buyers to identify and mitigate risks.

Key Learning – Skills and Know-how Developed

Equip your organization institutionally and team members individually to pro-actively identify, mitigate risks and keep agenda control away from suppliers. Develop cross-organization capabilities, so you sustain the know-how even when your team members leave your organization. Learn how to manage end-to-end selling cycle of suppliers. Create value for the organization before the contract is signed. Expand value for the organization after contract is signed. Identify risks in services contracts and manage contract change to your advantage. Put in place governance and vendor performance management. Develop organization alignment and coach key executives on managed services conversations with suppliers and potential providers.

Paid Onsite Training (BTT)

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POS-6. Messaging Plan and Message Creation

Overview

Suppliers have playbooks (Account Plans) and they “walk the halls”. Their teams are always looking for information of various sorts to further solidify their leverage and stay in control of agenda. Unaware team members of buyers unknowingly share critical information with suppliers during their various interactions. It is not in buyers interest to cut-off these interactions because they also yield learning and knowledge to buyer teams. However, it is possible to use these very same interactions to convey the “message” that the buyer SHOULD convey to suppliers in order to outsmart suppliers and shift the leverage advantage in buyer’s favor. This requires greater understanding of key topics for which messages should be developed and delivered through a well thought out messaging plan. It should be noted that messaging is required not just for the selling phase, but throughout the selling, delivery, post-delivery phases of an investment life-cycle.

Key Learning – Skills and Know-how Developed

Learn key considerations in messaging plan, learn how to identify supplier-facing team members, develop internal team rules of supplier engagement. Understand key components of messaging timeline considerations. Identify key stakeholders, influencers and decision makers and coach them on messages and messaging plan. Learn how to facilitate your executive leadership team’s interactions with strategic suppliers. Align messaging plan with the supplier engagement plan. Develop and manage messages for your deals and suppliers.

Paid Onsite Training (BTT)

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POS-7. Contract Value Realization

Overview

All deals are sold on value creation for customers and how little it would cost to get the value from the supplier product/services. Supplier teams go through rigorous training in mastering how to effectively communicate value and differentiation message. They have playbooks on “walking the halls” and convincing stakeholders. However, once a deal is closed – and the customer has gotten a great discount! – the burden of realizing the business value and desired business outcome is left predominantly on the customer. Suppliers are not to blame for this entirely. More often than not, the customers are unprepared on how to realize value from investment in a product/service. Examples of deficient practices are: value realization discussions started only during delivery phase, lack of adequate forethought to potential future change requests from vendors, un-inspected delivery quality, deficient vendor management, deficient contract life-cycle management, etc. CompeteBig brings proven methodologies and frameworks to train your cross-organization team on how to realize full value of the technology and services investment. Your teams will be highly prepared on extracting value starting with pre-sale engagement with suppliers to engaging with suppliers in delivery phase to post-delivery phase. Your teams will be equipped to identify and mitigate risks before the contract is signed.

Key Learning – Skills and Know-how Developed

Learn how suppliers sell value and differentiation and then stop talking about it at some point. Gain understanding of areas important to value realization in any contract. Develop skills in identifying supplier risks, contract risks, delivery risks, post-delivery risks, and develop mitigation plans. Learn how to form your teams to engage with suppliers, prepare your teams for value realization. Learn how to do world-class vendor management and contract management. Learn how to sustain beneficial relationship with suppliers who are strategic to your business.

Paid Onsite Training (BTT)

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POS-8. Organize Team and Develop Alternatives

Overview

Suppliers teams gather intelligence and insights about customer situation throughout their interactions with customer teams. They use critical information to extend their leverage and take control of customer’s agenda. Supplier leadership holds their customer account teams accountable for executing their account playbook (Account Plan), which is a highly refined and sophisticated plan incorporating supplier strategy and tactics for a particular customer. Interactions of customer teams with supplier teams are essential. But they do not need to result in customer losing agenda control and leverage advantage further shifting to supplier. Most customers already find it very difficult to organize and align their team members on how to engage with suppliers to manage IT and services procurement. This is even more challenging when the suppliers are incumbent/monopolistic/strategic to customer. Customers essentially compete with supplier teams on margin and value creation. Suppliers strive to give minimum and transfer maximum risks to customers.

Key Learning – Skills and Know-how Developed

In this training course your team will learn how to effectively compete with suppliers sales teams, understand key components of competitiveness with suppliers and make the best deals beneficial to your organization. Your team will gain insights on key components of leverage and how to build and sustain leverage. Your team will learn how to plan for deals, plan for supplier engagement and maintain beneficial relationship with suppliers. They will learn how to identify implicit and explicit assumptions in a deal plan, develop skills in gaining insights on supplier and supplier team, learn to utilize key leverage components, learn to collaborate with their colleagues. You will learn how to drive organization alignment within your leadership and broader teams. You will acquire skills to organize your team and execute supplier engagement plan.

Paid Onsite Training (ET)

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POS-9. Outsmart Supplier Playbooks

Overview

Supplier teams engage with buyers utilizing sophisticated playbooks (Account Plans). Supplier spend massive amounts on training their sales teams. They have sophisticated systems in place to collect, compile, share intelligence on customer and their teams. Suppliers top leadership teams spend most of their time on sales related activities. Yes, that client relationship meeting or inviting the customer leadership teams to various events are very much part of sales playbook. So, how do you compete against such refined strategy and playbook. There is only ONE way to compete with your suppliers. And that is outcompete them. Traditional methods of negotiating prowess, leverage creation and hard driving discounts are insufficient to manage modern IT and services spend. Risks are too many and landscape is full of overspend. Suppliers teams are rigorously trained on how to take control of agenda away from you

Key Learning – Skills and Know-how Developed

Understand supplier playbooks and recognize key supplier activities. Understand why suppliers undertake certain activities and interact with key members of customer team. Determine gaps in your team’s preparedness. Develop action plan to engage suppliers for value creation before sales and after sales. Learn skills for the broader team and the leadership teams before they engage with suppliers. Organize your team for consistent messaging and information control. Practice how to maintain control over your agenda and drive deal activities. Learn how to elevate relationship with suppliers for increased know-how learning and value realization. Learn how to ensure value realization not only in delivery phase, but also in sales phase and in post-delivery phase of your engagement with supplier.

Paid Onsite Training (ET)

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POS-10. Organization Alignment Across Silos

Overview

CEOs are under tremendous pressure to go digital, exploit AI/AR/ML and big data analytics. Business wants IT enablement of their functions and capabilities yesterday. Suppliers have become quite good at “walking the business corridors” and selling to business directly and bypassing IT leadership and teams. This puts procurement teams in a very difficult situation, which results in massive overspend and risks. CompeteBig brings proven methodologies and frameworks to train and coach key stakeholders, decision makers, influencers and information carriers, so they can continue to maintain speed they need for business enablement, and engage with suppliers in their best interests. You will prepare your teams to take agenda control away from the suppliers. We will train you to develop and put in place IT modernization and “Go Digital” governance to bring key stakeholder leadership together and operate with a high degree of trust and speed for the common goal. We train your broader team on how to hold suppliers to value creation promise while maintaining mutually beneficial relationship.

Key Learning – Skills and Know-how Developed

Learn how to identify organization misalignment and risks. Understand supplier playbooks and how they go around IT and procurement. Create deeper and nuanced understanding of business needs and how to establish a more trusted relationship between IT and business. Embed IT and services procurement in the business strategy implementation programs such that projects/programs do not become their own IT projects/programs that business finds detached from them and too slow for their needs. Take control of your agenda away from suppliers. Develop agility and integration across teams for messaging and information control. Elevate relationship with strategic suppliers to mutually beneficial and high-performing in value creation.

Paid Onsite Training (ET)

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POS-11. Create and Maintain Leverage

Overview

Technology and services providers are able to maintain their leverage advantage because they spend huge sums in training their sales teams. With the increasing complexity in business enabling technology and the spread of cloud, suppliers opportunities for obfuscation and laying traps have multiplied. Through oversimplification, suppliers strive to confine the discussion to great pricing with heavy discounts. Buyers are left with identifying the financial, operational and compliance risks. Furthermore, strategic partnerships among suppliers shift the leverage in suppliers favor. Buyers are suddenly finding themselves in situations of talent shortage, stretched too thin and acting under pressure from business for faster time to market. The traditional tools of pricing benchmark, negotiations, leverage creation are no longer adequate to manage the modern IT and services spend. As a result, buyers are overspending, and finding themselves short on capital to modernize IT and go digital faster than competition. CompeteBig will equip your teams and help them practice advance and sophisticated method of leverage creation and maintenance, and competitively outsmart supplier teams.

Key Learning – Skills and Know-how Developed

Learn how traditional approach to leverage creation and supplier engagement has changed. Understand the risks in traditional approach. Equip your team with advance tools using various methods and frameworks of CompeteBig. Assess your current indices with regards to leverage and competitiveness. Mitigate organization alignment related risks. Prepare integrated supplier engagement plan to realize full value out of your investment, get more out of suppliers and eliminate commercial risks on contracts.

Paid Onsite Training (ET)

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POS-12. Manage Monopolistic/Strategic Supplier Relationship

Overview

Technology and services suppliers strive hard to be strategic to their customers. De facto market monopolistic suppliers by default become strategic to customers. Both of these scenarios yield tremendous rewards for suppliers over the duration of their relationship with customers. Large tech and services companies spend billions of dollars on their SG&A expense to achieve this. Over time, their customers develop a resigned attitude toward these suppliers. It does not have to be like this. There is absolutely no reason to believe that a monopolistic/strategic supplier will control the agenda and maintain leverage advantage in their favor. We will show you how to outcompete monopolistic/strategic suppliers. Outsmarting strategic/monopolistic suppliers is of even greater importance when you are dealing with cloud, AI/ML/AR, digital business and cyber security. Your team will develop skills and action plans by utilizing CompeteBig frameworks and methodologies.

Key Learning – Skills and Know-how Developed

Learn the tactics employed by the strategic/monopolistic suppliers. Understand key elements of leverage gain. Prepare your team on how to develop effective alternatives. Equip your team with methodologies on how to gain supplier knowledge. Learn key considerations in deal timeline. Identify risks and develop mitigation plan. Align key stakeholders across organization. Prepare plan for deal execution. Integrate actions in strategic/monopolistic supplier engagement plan.

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