Onsite Seminar

Negotiations & Collaboration

Negotiating the Capital Equipment Purchases

  1. Introduction
    1. Evolution of Capital Equipment Acquisitions
    2. Why we need to Purchase Capital Equipment

  2. Tools to Support the Purchase of Capital Equipment Acquisitions
    1. Planning Tools
      1. Strategic Plan
      2. Capital Forecasting
      3. Operating Forecast
    2. Financial Tools
      1. Capital Budgeting
      2. Appropriate Requests
      3. Operating Budgets
    3. Payback Applications
      1. Depreciation Model
      2. Straight Time Model
      3. Weighted Point Distribution
    4. Risk Models
      1. How to Model Risk
      2. SWOT
      3. Risk Matrix
      4. Evaluating the Cost Impact of Risk

  3. The Purchasing and Acquisition Process
    1. Evaluating the Proposed Need
    2. Wants vs. Needs
    3. Acquisition Strategy
      1. Source Qualification
      2. Source Audit
      3. Technical Capabilities

  4. Developing the Specification
    1. Type of Specification to Employ
    2. SOW
    3. Sole Source vs. Single Source Use

  5. Preparing the Solicitation
    1. RFI
    2. IFB
    3. RFP

  6. Negotiations in Capital Equipment
    1. Defining Negotiation
    2. How to Begin
    3. Negotiation Goals
    4. Why the Reluctance to Negotiate
    5. When Should a Buyer Negotiate?
    6. Creating the Negotiation Checklist
      1. Exercise
    7. What's Negotiable with Capital Equipment?
    8. Creating a L-O-B Negotiation Strategy
      1. Price L-O-B
      2. Non-Price L-O-B

  7. Capital Equipment Contract
    1. Walk Through and Identifying Changes
    2. Understanding the Legal Premise
      1. Foundations of a Contract
      2. Statute of Frauds
      3. Parole Evidence Rule
    3. Other Aspects Connected with the Legality of Terms
    4. Case Analysis — What's Negotiable Here???

  8. Summary