When you sit down for your next core vendor negotiation, wouldn’t you like to know what is going on behind the scenes at the vendor? In contract negotiation, having a strong understanding of how decisions are made and who is making them at your vendor is the first step in negotiating a strong deal for your financial institution. Join us to learn 10 techniques that a top negotiator uses to improve his position when negotiating core vendors for his clients.
Prior to joining Remedy Consulting, Mr. Kelly managed hundreds of contract negotiations per year for one of the largest vendors in the industry. Helping you understand how vendors look at contract negotiations will make you a much more adept negotiator on behalf of your financial institution. Mr. Kelly mixes in humorous stories from the negotiation trenches that will help any bank executive better understand who they are negotiating against.
- Price Charts-The Kelley Blue Book of Core Negotiations
- The relationship between Efficiency Ratio and Acquisitions
- Statistics: to Use a Vendor Consultant or Negotiate yourself
- How Negotiation Consultants price their services
- Timeline for changing vendors
- Tracking your contract dates
- Understanding how your AE or Sales Rep is motivated
- Negotiation tactics
- Best opportunities to negotiate
Who Should Attend?
The person directly responsible for improving a Bank's profitability through stronger negotiations. This is a session for the C-Suite; CEO, CFO, COO, or the CIO.
Charlie Kelly is a Partner at Remedy Consulting. Remedy advises Banks and Credit Unions on Systems Selections and Contract Negotiation, Vendor Management, Mergers and Acquisitions and Technology Strategy. Charlie hosts a thought leadership podcast for bank executives called BankTalk.
Prior to Remedy, he served as the Vice President of Product Pricing and Contracts at Fiserv, where he was responsible for negotiating client contracts setting product and pricing strategy. Charlie also has over 10 years of experience managing operational teams in banking and mortgage.
Charlie has a bachelor’s degree in Marketing from the University of Wisconsin, and an MBA from Marquette University. He serves as a regular speaker at bank and credit union industry events and is published in trade publications.
- Live Plus Five (days) - $265
- OnDemand Recording - $295
- CD-ROM - $345
- Live Plus Six (months) - $365
- Premier Package - $395