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Webinar Recording

Contract Negotiation Skills for Finance

Date: Friday, August 14, 2015
Time: 2:00 pm - 3:00 pm EDT
It has been said that negotiation is more art than science; I would wager that if you ignore the science, you'll land some pretty lousy deals. Finance can and should play a critical role in negotiations across a wide spectrum of corporate interactions, from internal negotiations during budgeting/planning time to M&A, supplier deals and customer interactions.

This webinar provides an overview of the finance role in contract negotiations. The program begins with a brief overview of the touch-points where finance interacts internally and externally. We then investigate selected process points, and discuss potential roles that finance plays in informing and guiding the negotiation. The webinar closes with case study examples of deals, and how influence on the structure did (or should have) affected the business results.
After attending this event you will be able to:
Understand the varying roles of finance in the negotiation process.
Identify areas where your role can effect positive outcomes in deals and in the larger relationships.
Become a trusted information hub, so that you are in a position to influence both particular deals, and the overall process.
Be prepared to participate in negotiations, with increased competence in exerting influence over the process and the progress of business deals.


Keith Perry, Founder, Growth Accelerator
Keith Perry
Founder, Growth Accelerator
The instructor began his career negotiating cooperative and commercial agreements as a independent broker between western companies in the US, Asia, Europe and the Middle East, and a loose federation of companies in the newly opened Russia in the early 90's. He went on to specialize at Intel on their "deal team," crafting agreements with software companies to deliver software that would drive new processor sales. He then went on to write the first professional services agreement that Intel entered, and trained Intel sales on negotiating such agreements. Since Intel, the author has served as the senior finance and legal affairs owner at several startups, addressing issues from trademarks, to employment law, to trans-national joint development and licensing agreements.
Moderated by: John Kogan, CEO, Proformative
Moderated by: John Kogan
CEO, Proformative
John has been CFO at four technology companies, a finance executive at Cardinal Health, and in multiple roles at AlliedSignal and Cisco Systems. John has raised over $100M in equity capital and debt and has played central roles in numerous buy and sell-side transactions for both public and private companies. As COO at two companies, John also ran Engineering, Manufacturing and Customer Service operations. He has also founded, invested in and been a board member or advisor of a number of companies. John has a B.A. in Economics from Connecticut College and an MBA from the Fuqua School of Business at Duke University.


Event Sponsor Proformative Academy
Proformative Academy - Proformative Academy™ transforms professional development for the office of the CFO through a centralized platform of collaborative learning tools, continuing professional education credits, and hundreds of courses in a range of critical categories, including technical finance, treasury, accounting, compliance, risk management, leadership, career development, technology and more.

All Proformative Academy courses, resources and tools are accessible on-demand via smartphone, tablet, laptop or PC. Each course, taught by top industry practitioners with decades of experience, is subject to peer-based reviews and ratings to ensure the highest quality curriculum possible. Whether for you or your team, Proformative Academy’s highly focused functional training and tools help you address important skills gaps, deepen your knowledge, broaden capabilities and increase your productivity.
By filling out this form you will become a member of Proformative, and are subject to Proformative's User Agreement. This webinar is provided to you for free by the sponsor, who may contact you later.

There are no CPE Credits for this Solution Demonstration.