Module 1: Introduction to Rebate Management

Objectives:

• Identify different rebate types for various commercial situations.

• Outline common terms, conditions, and key players in the rebate process.

• Describe the rebate lifecycle from offer creation to payment.

Teaching Focus:

• Define rebate types (cash, product, service, tiered) and introduce terms and conditions.

• Highlight benefits of rebates for consumers and businesses.

• Identify stakeholders, roles, and responsibilities through RASCI.

Module 2: Rebates in a Performance Management Context

Objectives:

• Use rebates as a performance management tool linked to KPIs.

• Discuss common challenges and the role of technology in maximizing returns.

Teaching Focus:

• Define performance metrics crucial to success.

• Incorporate two-way KPIs for trust and commitment.

• Strategically manage rebates through a centralized repository.

• Utilize forecasting and reporting tools to maximize rebate value.

Module 3: Integrating Rebates into Joint Account Planning

Objectives:

• Explain how rebates influence supplier and stakeholder behaviour.

• Discuss integrating rebates into joint account planning for strategic goals.

Teaching Focus:

• Explore behavioural dynamics of rebates from both perspectives.

• Align rebate strategy with broader business goals.

• Collaborate on product/service roadmaps for mutual benefits.

Training is delivered through three key activities, to ensure students are engaged and they are applying their learnings:

Workshop: Instructor-led 90-minute session in an interactive and engaging format (virtually or in-person).

Assignments: Students apply the module’s content to the job by completing a set of assignments, 1–2 hours to complete. This on-the-job activity should ideally be focused on a live supplier relationship to make the training relevant and bring its value to life.

Coaching: Throughout the assignment period, students get access to the course leader for 1:1 coaching support (30 minutes for each course module) to build on their understanding and ensure effective implementation.

1. Expert-Led: Learn from industry experts with extensive experience in rebate management.
   

2. Practical Focus: Gain actionable insights and strategies applicable to real-world scenarios.
   

3. Interactive Learning: Engage in discussions, case studies, and practical exercises.
   

4. Performance Enhancement: Link rebates to KPIs, maximising value and minimising disputes.
   

5. Technology Integration: Explore tools to streamline rebate processes and minimise risks.