Training: Negotiating with IT Purchasing

07 November @ 9:30 am - 5:00 pm, 10 St Bride Street, London, EC4A 4AD

Early bird discount of 10% applies if registration and payment is made by 11 October 2019

Learn how to turn ferocious purchasing tigers into tabby cats!

Why should you choose “Negotiating with IT Purchasing”?

Even the bravest can feel fear when they are summoned to meet with the customer’s purchasing department. They know that IT buyers can often be intimidating, flint-hearted and well-practiced in squeezing suppliers until their pips squeak. These people are professionally trained to be tough and ruthless. Their tactics place intolerable pressure on sales teams, often leading to ill-advised concessions that not only reduce the margin of the deal but result in bad “agreements” that set the seeds for project failure.

The skilled sales negotiator, however, is not afraid. They understand that the customer benefits most from an agreement which delivers maximum value to both parties. They know that by “playing the game”, using five golden rules, and countering predictable tactics of bluffing, pressure and intimidation, they can effortlessly avoid the man-traps set by an unscrupulous buyer.

Who should attend this course?

  • Sales professionals
  • Consultants
  • Leaders and project managers who need to negotiate with technology buyers and purchasing departments

What is the course outcome?

By the end of this workshop, you will feel confident that you can deal with the tactics applied by aggressive purchasing departments, and secure a deal that works best for supplier and customer alike. Your margins will improve, your projects will be more successful – and respect and repeat business will follow.

The workshop uses exercises and role-play based on a real-life case study. It examines strategies for dealing with the classic issues in ICT and technology sales negotiation including price, delays, loose specifications, intellectual property, licence terms, warranty and support.

What is the course agenda?

  • 09.15 Registration at techUK London Reception
  • 09.30 Introduction to negotiation
  • 10.00 Role-play one: a simple negotiation
  • 11.00 Introducing the negotiation model
  • 11.15 Buyer and purchasing manager profiles
  • 11.30 Giving freely and how not to
  • 11.45 Role-play two: reaching the interim agreement
  • 12.45 Lunch
  • 13.45 Advanced negotiation skills – Traps and how to avoid them! Handling pressure, stotting, signaling, conditional offers, bluffing and probing
  • 15.30 Role-play three: closing the deal
  • 16.45 Summary and close

To access the special Digital Leaders price on any of the training, please enter the code ‘DL2019‘ at checkout in the techUK booking portal.

Fees:

Digital Leaders and techUK Members – £395.00 + VAT

Non Members – £595.00 + VAT


Course Trainer
Ian Henley

Ian Henley is a leading expert in improving the business performance of technology companies, specialising in business strategy, leadership, marketing and sales. He started his career at IBM, where he was a quota-carrying salesman for seven years before moving into sales management and product marketing roles. In 1993 he joined Softwright, a specialist software development company, as sales and marketing director later participating in the successful sale of the company to US interests. In 1998 he co-founded ChangeBEAT the boutique consultancy which works exclusively with senior technology company executives to define and deliver practical business improvement programmes. The work often centres on the way companies package and sell their offerings to deliver business value and so grow their sales while reducing the cost of sale.

Ian has worked with over sixty of the best known technology companies in the world, including CA, EMC, Dell, Accenture/Avanade, Microsoft, Panasonic, Hitachi, Microfocus, Nominet, Oracle, Landis+Gyr and Nokia. He has also worked with smaller technology companies and IT departments including the Examination Board of Cambridge University, EDF Energy and the Open University.

Ian has facilitated training workshops at techUK for twenty years. In 2012 he won the techUK Outstanding Achievement award for his work as Chairman of the Membership Committee and for his contribution to industry training. He is a particularly skilled presenter and workshop facilitator, and invariably achieves "top box" ratings from delegates. He is also very experienced at working with people from different company and national cultures, throughout Europe, the Americas and in the emerging markets.

Ian is a Cambridge graduate who has worked in the IT industry since 1981.

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