Start Date: 6/2/2020 8:00 AM CDT
End Date: 6/2/2020 4:00 PM CDT
Venue Name: Technology & Manufacturing Association (TMA) Location:
1651 Wilkening Rd
Schaumburg, IL United States 60173
Technology & Manufacturing Association
8:00 am – 4:00 pm
Effective Contract Negotiations: The Path to Commercial Success with Large OEM Customers
This course focuses on the entire commercial process for OEM business for those companies selling production
components to larger OEM customers. Attendees will learn how to strengthen their quotation process and learn all
aspects of negotiating a sales agreement with their customer: the right timing, establishing priorities, participant
roles, negotiating tactics, and assessing the results before and after the negotiations.
Those who should attend include business owners, sales executives, commercial managers, or anyone else directly
involved in the sales negotiation process with OEM customers.
Price: $250.00 for TMA members | Non-members: $325.00, includes course materials & lunch
- Commercial Objective: Long-term success
- Pre-Quote Preparation
- Quotation Process
- An Unfair Process: Business vs. Product Value
- Business vs. Legal Issues
- Negotiating Team – Roles & Responsibilities
- Negotiation Priorities
- Negotiation Strategy & Tactics
- Contract Objectives – The 80%/50% Solution
- Competitive Position
- Negotiation Timing
- Contract Assessment Process
- Contract Issues
- The Importance of Clear Contract Language
- Managing your Existing Contracts
Tom is the Founder and Managing Partner of Rouse Contract Consultants, having started the firm in 2017 after 38 years experience in the Automotive and Industrial OEM markets with a proven track record of sales leadership and commercial success. Throughout his career, Tom has held responsibilities for pricing, strategy, and contract negotiations, developing a proven and effective negotiating process. Tom has a diverse background with large and small companies, US domestic and foreign, with 18+ years experience as CEO, COO and President of small- to medium-sized manufacturing companies, leading them to exceptional results in terms of sales and profits.
NOTE: Dates and times subject to change; employers will be notified of any changes. Classes, workshops, or special events require a minimum number of registrants in order to run as scheduled. In the event of a cancellation, TMA will refund your fee IN FULL.
CANCELLATION POLICY: All cancellations will be assessed a $25 Cancellation Fee. Companies will be charged IN FULL if cancellations are not received in writing, by email (firstname.lastname@example.org) or faxed (847-825-0041) by noon 5 business days prior to the start date of the class or workshop. No refunds will be provided after this time. If you do not cancel and do not attend, you are still responsible for payment.