Northeast Wisconsin ISM presents an exciting development opportunity!

 

 

Counter-Tactics Workshop: Outmaneuvering the Selling Machines

 

 

Tuesday, February 10, 2009, 11:30 a.m. – 4:00 p.m.

Location: Black Forest Restaurant, Green Bay, WI

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Workshop Outline:

In this half-day workshop, Sourcing and Procurement professionals will learn how the large suppliers have organized their businesses to captured maximum revenue and profit from their existing customer base and products.

 

The suppliers are succeeding because they have invested their resources and energy on building professional sales armies to protect the value of their existing intellectual property and capture maximum value from their existing customer franchises.

 

In fact, the large suppliers spend three times as much on sales, in order to protect this value, as they spend on R&D, which drives actual innovation for customers. This focus includes a significant investment in strategic sales training (now a $7 billion business in the U.S.)

 

The workshop teaches the discipline, skills and techniques suppliers use to establish franchises in corporate environments and know exactly how much their value is worth to the customer.

 

ClearEdge Managing Partners, who bring 20-plus years as enterprise sales executives, will provide an insider’s view on the methodologies, behaviors and deal strategies that supplier sales reps bring to every customer relationship and transaction, and provide an inside view of the way deals are managed, forecast and closed.

 

  1. The workshop will be 4 hours in length, with 15-minute breaks, focus on strategic selling principles, techniques, and tactics and includes a roundtable session.
  2. These sessions are directed towards Strategic Sourcing/Deal Managers and Executive leadership in business units and IT.
  3. While the focus (and ClearEdge’s experience) is on IT acquisitions, these lessons can be applied broadly across any acquisition process and vendor sales campaign.

 

  

Registration

Cost will be $100 for members and $130 for nonmembers.  Registration details will be sent to members via e-mail in the next few days.  In the meantime, if you have questions contact Don Keeley via e-mail at don.keeley@thrivent.com

 

About the Instructor:

Tom DeMarco is Managing Partner with ClearEdge Partners, Inc (CEP), a private client network firm specializing in assisting clients that are acquiring technology to do so more effectively through the use of their research, advisement, and training.  They believe that companies operate at a competitive disadvantage against the vendors and need timely intelligence and proven best practices to deliver measurable impact on deals and support for long term IT cost control strategies.  It’s not just about the negotiation skill of the parties involved, but the understanding of what the sales teams are trying to do during the sales process and the mistakes companies make which relegates the sourcing professionals to the position of an administrator.  

 

Tom, as well as others within his firm have in excess of 24 years experience and has been involved with thousands of transactions while representing the vendor side in negotiations, His experience includes sales and executive sales management experience within large and small technology companies.  He also holds a B.A. in Business Administration from Michigan State University.

 

Tom plans to use plenty of real examples as he covers the main topic along with an interesting group exercise.  The main topic is called Targets and Techniques which describes what the sales teams do to improve their chances of winning business and securing it at better pricing.  They will discuss the strategies the sales teams utilize during a sales process and more importantly what sourcing professionals can do to avoid being relegated to the position of an administrator during the sourcing event.  The training will last approximately 4 hours.