COL1. Leverage Creation and Best Price

Sources of leverage, Leverage creation, Lead your team, Derive commercial benefitss

Life-cycle of procurement, Components of leverage, Leverage gain and sustaining

Suppliers have leverage advantage over buyers. Suppliers extend their leverage advantage even more if they are strategic to your business or if they have de facto 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.

COL2. Organization Alignment Across Silos

Identify sources of challenges, Organize all team members, Prepare leadership, Execute action plan

Leadership challenges, Broader team challenges, Suppliers taking control, Integration of your team

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. 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.

COL3. Understanding Supplier Playbook

Unravel supplier playbook, Identify gaps in your preparation, Take control of your agenda

Supplier playbook, Sources of gaps in your readiness, Supplier engagement plan

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 on. 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.

COL4. Manage Monopolistic and Strategic Suppliers

Understand uncommon approach, Integrate leadership in supplier relationship plan, Prepare broader team

Key suppliers relationship management, Value creation before buying, Value creation post contracting

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.

COL5. Cloud and Managed Services

Untangle cloud and managed service, Parse suppliers sales pitch, Manage financial risks, Keep innovation

Hidden risks, Commercial traps, Value creation, Governance, Importance of terms and conditions scrutiny

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.

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