Autoplay
Autocomplete
Previous Lesson
Complete and Continue
Business Partner blueprint Masterclass Corporate Contracts Training
Welcome
Welcome (3:19)
Landing Corporate Contracts Blueprint - Introduction (11:01)
Module 1 - Landing Corporate Contracts Blueprint Part 1
Lesson 1 - Unique Selling (Value) Proposition (USP) (6:09)
Lesson 2 - Value Creation & Value Destruction (7:17)
Lesson 3 - Business Strategy (19:58)
Lesson 4 - Critical Elements of Customer Excellence (16:44)
Lesson 5 - Critical Elements of Business Excellence (20:01)
Module 2 - Landing Corporate Contracts Blueprint Part 2
Introduction (9:51)
Lesson 6 - Core - Customer Strategy and Relationships (8:04)
Lesson 7 - Core - Employee Development and Satisfaction (8:03)
Lesson 8 - Core - Quality, Process Improvement and Change Management (12:34)
Lesson 9 - Core - Financial Analysis, Reporting, and Capital Management (8:07)
Lesson 10 - Core - Management Responsibility (5:38)
Lesson 11 - Core - Customer Acquisition (11:10)
Lesson 12 - Core - Product Development (5:35)
Lesson 13 - Core - Product Service Delivery (7:38)
Lesson 14 - Core - Accounting Management (6:48)
Lesson 15 - Core - Technology Management (8:11)
Landing Corporate Contracts Blueprint Wrap-up and Closing
Wrap-up and Homework (12:25)
Module 3 - Solution Partner Blueprint Part 1
Introduction - Stage 1 - Opportunity (8:10)
Lesson 1 - Stage 1 - Opportunity - Strategic vs Tactical (9:50)
Lesson 2 - Stage 1 - Opportunity - Reasons to Form Alliances (14:56)
Lesson 3 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses (3:12)
Lesson 4 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses - Agility (3:20)
Lesson 5 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses - Cost (3:57)
Lesson 6 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses - Resource Augmentation (4:04)
Lesson 7 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses - Increase Capacity (2:30)
Lesson 8 - Stage 1 - Opportunity - 5 Needs An Alliance Partner Addresses - Speed (3:09)
Lesson 9 - Stage 1 - Opportunity - How To Form An Alliance (6:53)
Introduction - Stage 2 - Relationship (1:42)
Lesson 10 - Stage 2 - Relationship - Timing (6:45)
Lesson 11 - Stage 2 - Relationship - Financial Resources (3:25)
Lesson 12 - Stage 2 - Relationship - Human Capital (4:15)
Lesson 13 - Stage 2 - Relationship - Support Networks (4:43)
Lesson 14 - Stage 2 - Relationship - Partner Compatibility (8:52)
Lesson 15 -Stage 2 - Relationship - Business and Personal Aspect Intro (1:32)
Lesson 16 - Stage 2 - Relationship - Business Aspect Key Considerations Part 1 (7:01)
Lesson 17 - Stage 2 - Relationship - Business Aspect Key Considerations Part 2 (7:42)
Lesson 18 - Stage 2 - Relationship - Personal Aspect (5:27)
Introduction - Stage 3 - Structure (1:25)
Lesson 19 - Stage 3 - Structure - Criteria (5:50)
Lesson 20 - Stage 3 - Structure - Types of Alliances (5:30)
Lesson 21 - Stage 3 - Structure - Types of Structures (4:16)
Lesson 22 - Stage 3 - Structure - Review (2:49)
Lesson 22 - Stage 3 - Structure - Review
Module 4 - Solution Partner Blueprint Part 2
Introduction - Stage 4 - Negotiate (2:52)
Lesson 23 - Stage 4 - Negotiate - Overview (2:03)
Lesson 24 - Stage 4 - Negotiate - Prepare and Plan (10:20)
Lesson 25 - Stage 4 - Negotiate - Dialogue (12:45)
Lesson 26 - Stage 4 - Negotiate - Proposal (5:57)
Lesson 27 - Stage 4 - Negotiate - Bargaining (10:11)
Lesson 28 - Stage 4 - Negotiate - Problems To Avoid (3:11)
Lesson 29 - Stage 4 - Negotiate - Problems To Avoid - Lack of Consensus (3:48)
Lesson 30 - Stage 4 - Negotiate - Problems To Avoid - Lack of Trust (6:04)
Lesson 31 - Stage 4 - Negotiate - Problems To Avoid - Lack of Candor (3:14)
Lesson 32 - Stage 4 - Negotiate - Problems To Avoid - Lack of Respect (5:18)
Lesson 33 - Stage 4 - Negotiate - Problems To Avoid - Lack of Caring (4:21)
Lesson 34 - Stage 4 - Negotiate - Problems To Avoid - Insufficient Collaboration (4:37)
Lesson 35 - Stage 4 - Negotiate - Problems To Avoid - Lack of Recognition (4:55)
Lesson 36 - Stage 4 - Negotiate - Problems To Avoid - Lack of Integration (7:09)
Lesson 37 - Stage 4 - Negotiate - Problems To Avoid - Improper Alignment (7:23)
Lesson 38 - Stage 4 - Negotiate - Problems To Avoid - Lack of Authority (2:52)
Lesson 39 - Stage 4 - Negotiate - Problems To Avoid - Not Invested (4:44)
Lesson 40 - Stage 4 - Negotiate - Problems To Avoid - Insufficient Autonomy (4:02)
Lesson 41 - Stage 4 - Negotiate - Contract Templates and Legal Resources (6:58)
Lesson 42 - Stage 4 - Negotiate - Exit Strategy (5:29)
Introduction - Stage 5 - Marketing (1:44)
Lesson 43 - Stage 5 - Market - Introducing and Marketing Alliances (11:30)
Lesson 44 - Stage 5 - Market - Marketing Strategy (4:53)
Introduction - Stage 6 - Manage (2:26)
Lesson 45 - Stage 6 - Manage - Problems to Avoid (3:53)
Lesson 46 - Stage 6 - Manage - Problems to Avoid - Dispute Resolution (5:22)
Lesson 47 - Stage 6 - Manage - Measuring Effectiveness - Balanced Scorecard (7:09)
Lesson 48 - Stage 6 - Manage - Measuring Effectiveness - Balanced Scorecard - Financial Perspective (2:28)
Lesson 49 - Stage 6 - Manage - Measuring Effectiveness - Balanced Scorecard - Learning and Growth Perspective (4:03)
Lesson 50 - Stage 6 - Manage - Measuring Effectiveness - Balanced Scorecard - Business Process Perspective (4:32)
Lesson 51 - Stage 6 - Manage - Measuring Effectiveness - Balanced Scorecard - Customer Perspective (9:02)
Lesson 52 - Stage 6 - Manage - Measuring Effectiveness - Measures (4:12)
Lesson 53 - Stage 6 - Manage - Exit Strategy (4:50)
Solution Partner Blueprint - Wrap Up
Solution Partner Blueprint - Wrap Up (8:27)
Customer Partner Blueprint - Welcome
Customer Partner Blueprint - Welcome (5:13)
Module 5 - Customer Partner Blueprint Part 1
Customer Partner Blueprint - Introduction (3:37)
Lesson 1 - Key Definitions (9:56)
Lesson 2 - The Evolution of Procurement (13:06)
Lesson 3 - Procurements Role For Success (6:01)
Lesson 4 - The Paradigm Shift (5:03)
Lesson 5 - Key Definitions (9:47)
Lesson 6 - Roadmap to Success (13:23)
Lesson 7 - Sourcing Strategies (8:22)
Lesson 8 - Supplier Management - Customer Requirements (3:51)
Lesson 9 - Supplier Management - Information Elements (5:53)
Lesson 10 - Understanding Supplier Value (18:45)
Module 6 - Customer Partner Blueprint Part 2
Part 2 - Customer Partner Blueprint - Introduction (6:38)
Lesson 11 - 7Cs - Credentials (4:54)
Lesson 12 - 7Cs - Credibility (2:13)
Lesson 13 - 7Cs - Credibility - Alliance Capabilities (3:22)
Lesson 14 - 7Cs - Credibility - Alliance Approach (6:41)
Lesson 15 - 7Cs - Credibility - Alliance Profile (7:25)
Lesson 16 - 7Cs - Credibility - Alliance Performance (7:36)
Lesson 17 - 7Cs - Capacity (1:03)
Lesson 18 - 7Cs - Capacity - Locations (4:33)
Lesson 19 - 7Cs - Capacity - Inventory (4:10)
Lesson 20 - 7Cs - Capacity - Service Capability (2:27)
Lesson 21 - 7Cs - Capacity - Staffing (5:39)
Lesson 22 - 7Cs - Capacity - Available Resources (2:24)
Lesson 23 - 7Cs - Capacity - Financial Stability (4:48)
Lesson 24 - 7Cs - Competency (1:54)
Lesson 25 - 7Cs - Competency - Approach to Total Cost of Ownership (10:55)
Lesson 26 - 7Cs - Competency - Total Cost of Ownership Example (6:42)
Lesson 27 - 7Cs - Competency - Four Ways Suppliers Add Value (5:59)
Lesson 28 - 7Cs - Competency - Value Analysis (7:28)
Lesson 29 - 7Cs - Competency - Demonstrated Savings Performance (4:32)
Lesson 30 - 7Cs - Competency - Implementation Plan (3:59)
Lesson 31 - 7Cs - Competency - Implementation Roll-Out (8:09)
Lesson 32 - 7Cs - Competency - Alliance Business Plan (4:29)
Lesson 33 - 7Cs - Competency - Reporting Capabilities (4:03)
Lesson 34 - 7Cs - Competency - Supplier Performance Metrics (7:52)
Lesson 35 - 7Cs - Competitiveness (3:24)
Lesson 36 - 7Cs - Competitiveness - Value Added Services (9:13)
Lesson 37 - 7Cs - Competitiveness - Key Differentiators (2:45)
Lesson 38 - 7Cs - Competitiveness - Leading Edge Capabilities (2:16)
Lesson 39 - 7Cs - Competitiveness - Research (3:29)
Lesson 40 - 7Cs - Competitiveness - Value Added Relationships (2:05)
Lesson 41 - 7Cs - Customer Service (1:57)
Lesson 42 - 7Cs - Customer Service - Error Monitoring (3:12)
Lesson 43 - 7Cs - Customer Service - Feedback and Follow-Up Process (5:15)
Lesson 44 - 7Cs - Customer Service - Problem Resolution and Escalation (4:36)
Lesson 45 - 7Cs - Customer Service - Account Management and Account Sponsorhip (10:51)
Lesson 46 - 7Cs - Customer Service - Accountability (2:57)
Lesson 47 - 7Cs - Capital (5:58)
Lesson 48 - Supplier Management (2:54)
Customer Partner Blueprint - Wrap Up
Customer Partner Blueprint - Wrap-Up (13:42)
Lesson 28 - Stage 4 - Negotiate - Problems To Avoid
Lesson content locked
If you're already enrolled,
you'll need to login
.
Enroll in Course to Unlock