What will you learn in this course?

A 12-week master class teaching leaders to master the skills to successfully negotiate complex commercial contracts with nuance, Accuracy, and confidence. With live coaching with Jeanette Nyden.

A web-based, self-paced "how to do " learning program. 

This eLearning program is a web-based, self-paced program enhancing critical contracting competencies to master performance- and outcome-based contracts. The 12-week program methodically answers 12 "How do I" questions. This program is designed for both buying and sell-side professionals.

We have based this program on 25+ years of real contracting experience, and we developed a program to enhance the skill-set for those on both the buyer side and seller side of the contract. You are able to come away from this course with the tools you need to draft better contracts, close bigger deals, and leverage a more favorable position for your company.

By learning and understanding both sides of the contract, you are able to anticipate questions, roadblocks and resolve issues faster for both sides of the table.

The contract professionals' playbook eLearning and coaching sessions are not theoretical.

There is substantial research to support best practices. Online coaching sessions give you access to group discussions, offer one-on-one partner role-playing and real-time review of individual drafting exercises. This will give you insights into a better understanding of what your company and clients want and need for mutually satisfying business relationships.

Get the skills you need to stay ahead of the ever-changing world of contract negotiations and management. Learn new techniques and have the tools to be an effective contract professional.

The entire contract life cycle

The contract professionals playbook and eLearning program focus on the entire contract life-cycle from planning to contract to sign and then to management. By attending training as a team, people can learn tips and tricks from colleagues to quickly prepare for and address scenarios common to your organization.

This program is perfect if you or your team:

• Have a limited training budget,
• Want to train a limited number of people who develop, negotiate and manage performance and outcome-based contracts,
• Have one or two new people to your organization, or new to performance or outcome-based contracting, or
• Would prefer a self-paced competency-driven training program.

If your organization hires for potential and trains for skills, this program is perfect.

Enhancing the skill set of contract professionals is your organization's solution to better performance- and outcome-based agreements. (Contract professionals go by many titles: contract negotiators, contract administrators, contract managers, account managers, vendor/supplier/customer managers, and technical SMEs.)

The 12 how to do I" questions

This web-based 12-week program answers these questions one by one. The program offers 12 targeted training videos/webinars, 12 chat sessions between Lawrence and Jeanette, 25+ tools such as checklists and spreadsheets in pdf format, and The contract professionals playbook.

Who should take this course?

• Need to quickly master the art of negotiating high value, high profile, deals,
• Need to become proficient at drafting, negotiating, and managing performance- and outcome-based contracts in a lot less time, and/.
• Need game-changing ways to boost your negotiation credibility, improve your ability to identify and address risks, and increase your organization's profitability.

Pre-award

• Week 1: How do I increase my influence with stakeholders and manage power plays?
• Week 2: How do I choose/respond to the sourcing/acquisition approach and contract type?
• Week 3: How do I write/revise/respond to requirements (SOW and performance metrics)?
• Week 4: How do I choose the right pricing mechanisms (i.e. fixed fee, cost pass-through, etc.). And, how do I prepare to effectively negotiate price?
• Week 5: How do I identify, analyze and document risk?

Award

• Week 6: How do I master price negotiations to preserve value? And, how do I effectively make tradeoffs in complex negotiations?
• Week 7: How do I increase my influence with my negotiation counterpart? And, how do I effectively use my leverage?
• Week 8: How do I use and manage tactics? And, how do I effectively develop a negotiation strategy?
• Week 9: How do I efficiently and effectively redline a complex contract and take issues to stakeholders for approval?

Post-award

• Week 10: How do I effectively monitor, manage and govern a complex relationship? And, how do I insert a change control process into the contract?
• Week 11: How do I more effectively resolve disputes?
• Week 12: The end: How do I track lessons learned, terminate a relationship early, and develop an orderly exit plan?

Buy-side and sell-side contract professionals. Contract professionals go by many titles:

• Contract negotiators,
• Contract administrators,
• Contract managers,
• Account managers,
• Procurement agents,
• Global sourcing managers,
• Vendor/supplier/customer managers,
• Commercial managers,
• Sourcing/outsourcing specialists, and
• Technical SMEs.

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