The M.V.P Playbook eLearning Program For Teams
A Tailored 12-Week Master Class Teaching Leaders at Your Organization to Master the Skills to Successfully Negotiate Complex Commercial Contracts with Nuance, Accuracy and Confidence!
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 online.
Want to sample a training session? Check out my free sample from The Contract Professional’s Playbook. You’ll get handouts and a chapter from The Contract Professional’s Playbook!
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.
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
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.
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.
The Contract Professional’s Playbook and eLearning Topics
The M.V.P Playbook eLearning program gives people the tools and techniques to negotiate complex customer/supplier relationships for your organization, including topics such as:
- 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.
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.
You can work with me in three ways.
Foundational
The Contract Professional’s Playbook eLearning program is the perfect fit if you have a tight budget emerging from the Covid-19 and need to enhance your teams skills at a cost-effective price in a super short amount of time.
Professional
The Contract Professional’s Playbook eLearning program Plus Coaching is perfect for teams that need to quickly upskill while ensuring that the skills are immediately applied on the job. 12 coaching sessions with Jeanette ensure that your team applies the tools, tips and techniques to their daily work.
The MVP
The MVP Contract Professional’s Playbook program offers the foundational program, plus coaching with Jeanette, plus tailored tools and “role-play days”. The MVP program is perfect for teams that have to be re-trained to move from into roles with responsibilities for complex contracting. Typically, teams that face this challenge have seen automation remove the routine leaving a few team members to negotiate more complex agreements while also facilitating alignment with a variety of internal stakeholders.
