Introduction to Leverage Management

Originally Aired: March 10, 2022 Now Your Desk!

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Deal-makers are focused on more than simple deal execution. They must juggle cloud migration, software audits, decentralized IT, a constant flurry of industry mergers and acquisitions, internal alignment and supplier engagements and relationships. The role of the IT deal maker is transforming under pressure from these forces. Managing leverage has never been more critical to successful negotiations. During this session, we will discuss the 9 key capabilities that ensure best-in-class deals.  By organizing around this simple framework, organizations can maximize leverage, mitigate risk, align stakeholders and drive more value and savings from their most strategic IT deals.


  • Review the results of supplier sales methodologies and value-based pricing systems
  • Understand the three main sources of leverage
  • Learn the 9 key capabilities for managing leverage


Andrew Ozlowski

Managing Director

Andrew came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within the enterprise software and IT consulting services industry. Andrew brings expertise in application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates, and vast experience on deal-making and long-term cost-control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.