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24th Annual IT Procurement Summit

For all IT Procurement Summit Registrations, please see our Summit page here.

Early-Bird Deadline - Midnight, May 31st, Register Now!


Statements of Work Done Right!

Successfully Draft, Negotiate and Manage

Online Event • June 9-10, 2020

Benefits

This highly interactive SOW workshop uses classroom discussion and group exercises to develop and improve skills in the following areas:

  • Best-practice elements of great SOWs
  • Getting input from stakeholders for SOW requirements
  • Preventing vendors from using SOWs to modify master agreements
  • Revising vendor-written fuzzy wording that might shift risk to the customer
  • Licensing principles that maximize protections and money savings for customers
  • Drafting SOW acceptance tests so customers get what they pay for
  • Countering practices used by vendors to defeat customer protections in SOWs

Attendees will also come away with sample templates and checklists providing a solid foundation for negotiating, drafting and managing SOWs.

Overview

In Statements of Work (SOWs) we spend a lot of money while many products and services are bought. Oftentimes SOWs fail, causing delays, financial loss and other damages. Some SOWs written by a customer can be so unclear that acceptance testing is almost impossible. SOWs that are written by a vendor are often riddled with fuzzy words that shift all the risk to the customer. Additionally, vendors will use SOWs to modify key terms of a Master Agreement that inevitably put the customer at an increased disadvantage. Even customers with the best templates and negotiated SOWs still get burned by skilled vendors adept at managing the engagement and in turn, bypassing any written protections.

  • Are your SOWs written by the Vendors? 
  • Do Vendors use SCOPE creep and Change Orders
  • to charge more and bust your budgets?
  • Do you need to get control of your SOWs?

With a curriculum purposefully designed to provide those new to the profession, and veterans looking to get back to basics, with practical tips and tactics for negotiating a better deal with suppliers, this 9-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement. Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.

Stay Home Discount 25% Off Was $650 - Now $487

Register for Statements of Work Done Right!

 

Software: Issues, Contracts, & Negotiations

Online Event • June 17-19, 2020

Benefits

  • Understand current market trends
  • Learn negotiating tactics you can use
  • Learn and understand remedies to use for noncompliance
  • Avoid litigation
  • Save your assets
  • Learn keys to success in development contracts
  • Obtain meaningful warranties

Overview

In recent years, software deals have grown more complicated and difficult to understand and manage. This workshop delivers the latest information you need to know about software issues, contracts and negotiations. Our highly skilled instructors have years of hands-on experience, so you get valuable insights and tips you can put to use immediately. What you learn at this workshop translates directly into more protection and flexibility in every software agreement you negotiate.

Stay Home Discount 25% Off Was $1400 - Now $1050

Register for Software; Issues, Contracts, & Negotiations

 

Total Vendor Management

Getting What You Pay For

Online Event • June 30 - July 2, 2020

Benefits

  • Identify which vendors to manage
  • Enhance relationships with vendors
  • Ensure vendor performance
  • Exercise your rights
  • Monitor vendor obligations
  • Learn to use Key Performance Indicators (KPIs)
  • Implement an effective vendor management system
  • Upcoming Events
  • Events Search and Views Navigation

Overview

Tired of worrying about your vendors’ performance? Concerned about contractual disagreements and products/services that don’t measure up to standards? This workshop will show you how to control your vendors and get what you pay for. You’ll learn techniques to establish and maintain a meaningful working relationship with your key vendors. And, you’ll discover how to create and utilize leverage that improves vendor performance.

Topics Include

  • Essential Governance Structure and Tools
  • Vendor Classification
  • Key Performance Indicators (KPIs)
  • Relationship Management Techniques
  • Managed Acquisition Process

Whether you currently have or are interested in establishing a Vendor Management Office (VMO) you’ll gain valuable insights by attending this seminar.

Stay Home Discount 25% Off Was $1400 - Now $1050

Register for Total Vendor Management

 

IT Contracting Boot Camp

Get Informed. Leave Empowered.

Online Event • July 13-15, 2020

  • The Art of Becoming a Dealmaker
  • Contracting Philosophy Tool
  • Popular Vendor Ploys and How to Counter Them
  • Fundamentals of Drafting, Reviewing, and Negotiating
  • Four Ways Suppliers Limit Their Risk Contractually
  • Cloud Contracting:  Risks & Strategies
  • 10 Habits of a Successful Procurement Analyst

Stay Home Discount 25% Off Was $1150 - Now $862

Register for IT Contracting Boot Camp

 

SLA Lab

Results-Based Contracting

Online Event • July 22 - 24, 2020

Benefits

  • Get Specific Results
  • Change Promises into Contractual Rights
  • Ensure Vendor Compliance
  • Get Meaningful Remedies
  • Reduce Your Risk of Project Failure
  • Save Money, Time, Aggravation and future headaches

When doing deals for Cloud Apps make sure you are “up” on your Service Level Agreements.

Overview

Early in the acquisition process, effective negotiating teams must agree upon the concept of which contractual approach they will use to drive the deal. ICN’s advanced training course SLA Lab: Results-Based Contracting helps you understand the difference between contracting for resources and contracting for results and shows you how to implement a “results deal”.

This “results versus resources” decision establishes which side of the bargaining table will bear the responsibility for the results you’re expecting from the deal. In a “results deal,” the vendor is responsible, while in a “resource deal,” it’s the customer.

In SLA Lab, you’ll gain an understanding of critical elements that can help you shift risk and responsibilities to the vendor and monitor ongoing compliance.

Stay Home Discount 25% Off Was $1400 - Now $1050

Register for SLA Lab Results-Based Contracting

 

Cloud Contracting

Demystifying the Fog

Online Event • August 4 - 6, 2020

Benefits

  • What is Cloud Computing?
  • Learn the benefits and risks of Cloud Services
  • Get the factors essential to the paradigm shift presented by Cloud Computing
  • Prepare yourself to acquire Cloud Services
  • Analyze/evaluate Cloud Services options
  • Mitigate Cloud Service risks

Overview

This ICN course targets the contract negotiating side of the new and rapidly evolving world of Cloud computing. The course identifies potential Cloud-contracting problems and sets forth a process to help the IT sourcing professional and his/her internal clients (users, IT, project managers, business managers, executive sponsors, and so forth) prepare and conduct effective negotiations to enable the customer to get better deals and better contracts among the Clouds.

Stay Home Discount 25% Off Was $1400 - Now $1050

Register for Cloud Contracting

 

Statements of Work Done Right!

Successfully Draft, Negotiate and Manage

Online Event • September 1-2, 2020

Benefits

This highly interactive SOW workshop uses classroom discussion and group exercises to develop and improve skills in the following areas:

  • Best-practice elements of great SOWs
  • Getting input from stakeholders for SOW requirements
  • Preventing vendors from using SOWs to modify master agreements
  • Revising vendor-written fuzzy wording that might shift risk to the customer
  • Licensing principles that maximize protections and money savings for customers
  • Drafting SOW acceptance tests so customers get what they pay for
  • Countering practices used by vendors to defeat customer protections in SOWs

Attendees will also come away with sample templates and checklists providing a solid foundation for negotiating, drafting and managing SOWs.

Overview

In Statements of Work (SOWs) we spend a lot of money while many products and services are bought. Oftentimes SOWs fail, causing delays, financial loss and other damages. Some SOWs written by a customer can be so unclear that acceptance testing is almost impossible. SOWs that are written by a vendor are often riddled with fuzzy words that shift all the risk to the customer. Additionally, vendors will use SOWs to modify key terms of a Master Agreement that inevitably put the customer at an increased disadvantage. Even customers with the best templates and negotiated SOWs still get burned by skilled vendors adept at managing the engagement and in turn, bypassing any written protections.

  • Are your SOWs written by the Vendors? 
  • Do Vendors use SCOPE creep and Change Orders
  • to charge more and bust your budgets?
  • Do you need to get control of your SOWs?

With a curriculum purposefully designed to provide those new to the profession, and veterans looking to get back to basics, with practical tips and tactics for negotiating a better deal with suppliers, this 9-hour interactive workshop will leave participants feeling informed, empowered, and excited about their future in technology procurement. Sessions are hands-on, collaborative, and facilitated by some of the industry’s most engaging professionals.

Stay Home Discount 25% Off Was $650 - Now $487

Register for Statements of Work Done Right!

 

NEGOTIATIONS

Power * Process * Principles

Online Event • September 15-17, 2020

Benefits

  • Avoid risk
  • Save money
  • Resolve disputes
  • Close that big deal
  • Get what you pay for
  • Gain and retain power
  • Learn strategies and tactics
  • Prevent future headaches
  • Get a better agreement
  • Obtain your objectives

Overview

If you’re ever in a position that requires you to negotiate, this is a must-attend seminar! Do better trade agreements, acquisitions/mergers, real estate transactions, labor settlements and corporate or government procurement. Close large sales or improve any deal where you need to protect your interests. Unlike other ICN courses, which are aimed at IT procurement professionals, this seminar is for anyone who negotiates anything.

Stay Home Discount 25% Off Was $1200 - Now $900

Register for NEGOTIATIONS: Power * Process * Principles

 
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