The M.V.P Playbook eLearning Program
The M.V.P Playbook eLearning program offers companies The Contract Professional’s Playbook eLearning program while tailoring the tools, offering coaching sessions, and “role-play days” to meet the contracting team’s exact needs.
People who negotiate and manage performance- and outcome-based contracts for a living need an enhanced skill set. Unfortunately, most negotiation skills training programs are not keeping pace with the increase in contract complexity. Many programs are too generic and out of touch with what it takes to negotiate and manage complicated terms and conditions, pricing models, and risk scenarios.
Tailored to Meet Your Team’s Exact Needs
The M.V.P Playbook eLearning program offers tailored tools, customized role plays, and customized case studies to meet your team’s exact needs. The role-playing can be offered in-person or on-line.
“I just wanted to tell you how much I enjoyed your class yesterday. I definitely had some “Aha!” moments and will take those learnings with me going forward. Also, when you showed us the New Yorker slide with the dogs saying, “It’s not enough that we succeed. Cats must also fail.” I thought it was refreshing hearing that since there are a lot of people out there actually that have that mentality. I always say to myself, “Other’s success isn’t my failure”.”
Want to sample a training session? Check out my free sample from The Contract Professional’s Playbook. You’ll get a 40-minute webinar, handouts, and a chapter from The Contract Professional’s Playbook!
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Who I Work With
I work with both buy-side and sell-side teams who negotiate a range of contracts.
How I Can Help
Virtual learning. Learn more about The Contract Professional’s Playbook eLearning program for your team, which can be tailored to meet your exact needs.
Blog, webinars/videos, articles, white papers PLUS a free sample form The Contract Professional’s Playbook eLearning program.
Based on 25+ years of Real Contracting Experience
The Contract Professional’s Playbook eLearning and coaching sessions are not theoretical, though there is substantial research to support best practices. On-line coaching sessions offer group discussions, one-on-one partner role-playing, and review of individual drafting exercises.
Customized training combines your teams’ contracts and common scenarios to fully explore contract negotiation and management topics and their application at work. By discussing your organization’s template contracts, people immediately apply the concept to practice.
“It was a great class with a lot of interaction and conversation. The procurement team learned some valuable pieces and in particular, it changed the way they thought about negotiation.”
The Entire Contract Life Cycle
The Contract Professional’s Playbook and eLearning Program focuses on the entire contract life-cycle from planning to contract signing 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 coaching session has been stellar! I’ve wanted someone to walk me through the arguments the supplier is making (to some terms in the contract) so I could give them a reasoned response to support our terms. Thank you.”
The M.V.P Playbook eLearning Program Enhances a Range of Skills
Most contracts these days are complex, and require a variety of skills ranging from:
Designing an Agreement
Designing an agreement using complex arrangements such as incentive payments, outcome-based metrics, and innovation committees to drive and manage change.
Drafting skills to accurately document the myriad of agreements made over the course of the negotiations so the legal department has a clear understanding of the deal points.
Facilitation and Internal Negotiation Skills
Facilitation and internal negotiation skills to corral internal stakeholders to agree on requirements, such as SOW’s, SLA’s, KPI’s, and governance structures.
Conflict Resolution Skills
Conflict resolution skills when the inevitable happens – something goes wrong and needs to be fixed.
“Thank you. I appreciate knowing where our customers are coming from (on our terms and conditions). I feel more confident to negotiate these items and not escalate to the V.P. of Sales all the time.”
“I loved your training and have implemented some aspects into my work already. Thanks again!”
The Contract Professional’s Playbook and eLearning Topics
- Understanding and using a variety of pricing arrangements from the more traditional firm fixed fee and time and materials, to hybrid models that incorporate incentive payments based on performance measures.
- Choosing metrics, SLA’s, and using scorecards and reporting to drive performance.
- Drafting skills to accurately convey deal points, such as those found in SOW’s, KPI’s, SLA’s, to the legal team to avoid confusion and renegotiation.
- Understanding and using a Total Cost of Ownership, Should Cost or Activity Based Costing (for services) analysis to help negotiate better pricing for the purchase of goods.
- Negotiation techniques to get to a consensus.
“Now, I will be able to provide better information to the legal department and help speed up the (contract) review process when the supplier has changes or exceptions to the standard terms. I am a better partner to the business and to legal.”
The M.V.P Playbook eLearning Program Includes:
- The Contract Professional’s Playbook eLearning program, PLUS
- 25 tools tailored to your business’ needs,
- Editable version of the 25 tools (word/excel),
- Negotiation skills assessment, and
- Live, on-line coaching sessions, and/or “role play days”.
The Average Participant
The average participants of this program are:
Buy-side: Purchasing, contract administrators or specialists, vendor/supplier managers, and operational people who have the responsibility to negotiate additional P.O.’s, change orders, or work authorizations with their suppliers.
Sell-side: Account managers, customer service (or inside sales) managers, their contracting professionals, and all other operational people who have the responsibility to negotiate additional P.O.’s, change orders, or work authorizations with their customers.
Let’s set up a time to talk about how to develop your team’s contract negotiation skills.
“Jeanette, Just to let you know we signed our MSA last Friday. Unbelievable time to negotiate – but at least we finalized. Thanks for your help in getting to this point.”
Jeanette Nyden: firstname.lastname@example.org | 206-723-3472