"Blink” and Strategic Sourcing

by Luke Montoya

Do Not Move into the House without a Contract

by Luke Montoya

Why a Checklist

by Steve Gutzman

August 15, 2018 - By Elgin Ward

Customers want to speed up their contract negotiation process.
Customers T’s-and-C’s can sometimes slow down the Customer negotiation process.
Wise Customers act proactively and strategically to develop an ALTERNATIVE set of T’s-and-C’s to speed up their negotiations.

By Elgin Ward

The Customer should have and follow its own Procurement Process, different from the Vendor’s Sales Process. Customer stakeholders often don’t realize they are following a Vendor Sales Process that gives more negotiation leverage to the Sales Rep and hurts the Customer. For Customers to succeed, IT Procurement must educate stakeholders about the Customer Procurement Process and must SELL the stakeholders on the benefits of following the Customer process and not the Vendor process.