What drives the ‘other side’?
Immerse your team into a company, for 2.5 days, to understand what drives the ‘the other side’.
A program that gives public sector middle and senior managers an insight into how companies work, particularly in major procurements.
When you understand industry’s perspective, you’re more likely to find ways to uncover better value for yourself.
Highly interactive, this two and a half day program combines a half day online session to build a common understanding of the principles of strategic deal making with two full days of experiential role plays and training that includes the development of a sales strategy, a mock RFT response, through to the management of internal approvals, and preparation for negotiation – as if you were a company leader.
Delivered by Kiah MD, John Glenn, he draws upon his education and experience in business development, negotiation, mediation, delivery and recovery to share an invaluable insight into industry that has helped deliver outstanding outcomes for Kiah, and Kiah clients!
Topics covered include:
- making money – individual and corporate
- a view of corporate governance
- responding to an RFT
- pricing and profit models
- strategic selling
- the difficult corporate issues over which most deal makers, from either side, bicker.
This course is most suitable for public servants that deal with commercial arrangements.
Programs are preferably held at Kiah’s offices, which have purpose-built negotiation spaces that support the practical exercises and minimise distractions.
This is a 2.5-day intensive program with morning and afternoon tea, lunch and all workshop materials included.
The workshops are best for teams up to 12 people, but we can cater for up to 16 and require a minimum of six participants to usefully conduct the practical sessions.
The cost is $17,575 plus GST.