Who I Work With
I work with both buy-side and sell-side teams who negotiate complex, strategic customer/supplier relationships such as performance- and outcome-based agreements. Contract professionals have many titles: Contract administrator, contract negotiator, account representative or manager, category lead, etc.
My clients all face one problem—insufficient skills to effectively and efficiently negotiate and document complicated customer/supplier relationships. As contractual complexity increases and top talent retires, organizations find themselves with team members who desperately need contract specific training and deal specific coaching.
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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 need.
Blog, webinars/videos, articles, white papers PLUS a free sample from The Contract Professional’s Playbook eLearning program.
All Clients can expect the following outcomes:
A more efficient contract negotiation process,
Increased clarity and understanding of contract terms,
Better contract management skills,
Enhanced stakeholder management skills, and
Enhanced confidence through improved negotiation and communication skills.
In addition, all of my clients have developed better alignment with their customer or supplier on distinct business objectives, and those looking for savings, found that too.
Let’s set up a time to talk about the specific financial, operational and emotional upside to enhancing your team’s negotiation skills. Email me at firstname.lastname@example.org.
My clients have this typical profile:
Large organizations with a dedicated contracting team or department,
Greater emphasis on developing strategic customer/supplier relationships,
Greater attention paid to negotiating contracts,
Need to enhance negotiation skill set, and
Teams in transition, usually in the form of seasoned colleagues leaving the organization and new talent taking their places.
I’ve worked with public utilities, software development companies, global manufacturers and healthcare organizations.
“Your help was extremely valuable to our negotiation process. You coached us on and through a process that we were not familiar with and helped establish credibility with our customer. You gave us confidence that that we could deal with them on even terms. Because you helped us to be prepared, there’s no doubt that we got the best deal for our company.”
Specific situations included:
Attrition of top talent, and a relatively inexperienced contracting team (buy-side) who were asked to negotiate increasingly complex contracts.
Centralization of the purchasing function to support category management, requiring “buyers” to dramatically enhance their negotiation skills.
Customer re-negotiating a supplier contract to fix a long-standing operational challenge (“finally”).
Customer re-negotiating a supplier contract to focus on incenting supplier for continuous improvement and innovation.
Service provider looking to enhance their account managers’ abilities to address customer concerns, negotiate change orders and re-negotiate contract renewals.
Fortune 100 service provider rolled out world-wide tailored training (in the U.S., Asia, and Europe) to upskill global team’s contracting skills to roll out a new service.
Three companies’ intentions to launch three-way R&D relationship on the right foot.
Service provider rolled out streamlined contract and tailored versions of The Contract Professional’s Playbook tools and offered world-wide “role play days” to enhance contracting process.
“I really appreciate your efforts to build my team’s skills. We knew there was a skills gap, and having you assess the team and train to the gap has made a big difference.”