Get the best price for the most value when working with your vendors.
Are we paying too much? Is our technology falling behind? Is it time to shop? Do we need an RFP? In a marketplace full of disruption and competition, these questions can haunt business leaders. Failing to get the most from your dollars spent can steal profit and weaken product offerings. Yet the lowest price can mean compromising quality or excessive risk. This topic presents a comprehensive approach to buying, from the first steps of goal definition through vendor selection all the way to securing favorable terms and conditions. The objective is not simply paying the lowest price but capturing the most value to move an organization toward its goals. You will learn to define purchase goals and success metrics, and identify benefits that will open up more options and provide negotiation strength. The information will explain how to find disruption and innovation in the marketplace to avoid investing in outdated solutions. A complete step-by-step sourcing process will be presented along with 45 purchasing tips for use with an RFP, RFQ, or structured sourcing process. You will also receive negotiation guidance, including conversational templates and plug-in scripts to use with vendors.
More Program Information
Why Lorman?
Over 34 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Agenda
Defining the Best Deal
- Avoiding Bad Deals
- Focusing on Value: Defining Goals and Defining Currency
- Rejecting the Wrong Price Anchors and Defining Your Benefit
- Connecting Every Purchase to a Purpose
- The Difference Between Buying Resources and Results
Disruption and Innovation
- The Difference Between Solutions, Vendors, and Prices
- Borrowing Expertise Through Benchmarking Conversations
- Five Ways to Find More Options
Sourcing Process
- Leading Your Team Through a Structured Buying Process
- The 12-Step Process for RFPs and RFQs
- Controlling Communication: Internal and External
- Giving Vendor Feedback That Will Improve Your Deal
Wrap up and Check out
- Questions to Always Ask Vendors
- Reviewing Contract Terms and Conditions
- Value Conversation: A Template for Collaboration
- The One-Vendor Negotiation
- Review: 45 RFP Top Tips
More Program Information
Why Lorman?
Over 34 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Credits
OnDemand Course
This course was last revised on June 28, 2018.
Call 1-866-352-9540 for further credit information.
This program does NOT qualify, nor meet the National Standard for NASBA accreditation.
More Program Information
Why Lorman?
Over 34 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
Faculty
Jack Quarles
Jack Quarles
- Three-time Amazon #1 bestselling author; winner of three North American Book Awards and the 2018 Independent Press Award for Leadership; books translated into Chinese and Korean
- Negotiation trainer in Europe and U.S. Trained companies including Harley-Davidson, Safeway, NIH, Tiffany & Co, College Board, Foot Locker, Kimberly-Clark, as well as hundreds of smaller companies
- As expense management consultant, has saved companies tens of millions of dollars including 7-figure savings in Marketing, Information Products, Software, and Services
- Negotiated multiple outsourcing projects, leading to cost savings and better performance
- Co-founded Expense Management company Xigo, sold to Dimension Data
- Chairman of the Board of Peacemaker Ministries, international nonprofit focused on conflict resolution and litigation avoidance
More Program Information
Why Lorman?
Over 34 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.
All of your training, right here at Lorman.
Pay once and get a full year of unlimited training in any format, any time!
- Live Webinars
- OnDemand Webinars
- MP3 Downloads
- Course Manuals
- Audio Recordings*
- Executive Reports
- White Papers and Articles
- Sponsored Live Webinars
Additional benefits include:
- State Specific Credit Tracker
- Members Only Newsletter
- All-Access Pass Course Concierge
* For audio recordings you only pay shipping
Questions? Call 877-296-2169 to speak with a real person.
Access to all training products for one year
$699/year
Unlimited Lorman Training
With the All-Access Pass there is no guessing what you will need for your yearly training budget. $699 will cover all of your training needs for an entire year!
Easy Registrations
Once you purchase your All-Access Pass you will never be any further than one-click away from attending any Lorman training course.
Invest in Yourself
You haven't gotten to where you are professionally by luck alone; it's taken a lot of hard work and training. Invest in yourself with the All-Access Pass.
