Comments on: The CIO and the fine art of vendor negotiation http://www.peterkretzman.com/2009/12/10/the-cio-and-the-fine-art-of-vendor-negotiation/?utm_source=rss&utm_medium=rss&utm_campaign=the-cio-and-the-fine-art-of-vendor-negotiation Intensely practical tips on information technology management, by Peter Kretzman Tue, 27 Jul 2010 11:37:02 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Andrew Boughton http://www.peterkretzman.com/2009/12/10/the-cio-and-the-fine-art-of-vendor-negotiation/comment-page-1/#comment-8931 Andrew Boughton Tue, 02 Feb 2010 20:57:13 +0000 http://www.peterkretzman.com/?p=290#comment-8931 Excellent points on tricks and tactics. Tactics and subterfuge as you put it, are only effective in one-off price focused transactions or Hard Bargaining situations. Skilled negotiation in collaborative efforts is about how you manage the flow of information from both sides in order to assess priorities and areas of flexibility. Tactics over the long haul only work to undermine trust and credibility. See more on collaboration http://bit.ly/dlr4JC Excellent points on tricks and tactics. Tactics and subterfuge as you put it, are only effective in one-off price focused transactions or Hard Bargaining situations. Skilled negotiation in collaborative efforts is about how you manage the flow of information from both sides in order to assess priorities and areas of flexibility. Tactics over the long haul only work to undermine trust and credibility. See more on collaboration http://bit.ly/dlr4JC

]]> By: More tips for dealing with IT vendors http://www.peterkretzman.com/2009/12/10/the-cio-and-the-fine-art-of-vendor-negotiation/comment-page-1/#comment-8846 More tips for dealing with IT vendors Sat, 12 Dec 2009 06:33:22 +0000 http://www.peterkretzman.com/?p=290#comment-8846 [...] general tips, tips for during the sales cycle, and then tips for after the sale is over. Topic of a whole separate post in the future will be negotiations; this post will focus on relationship building and value [...] [...] general tips, tips for during the sales cycle, and then tips for after the sale is over. Topic of a whole separate post in the future will be negotiations; this post will focus on relationship building and value [...]

]]> By: Stanton Jones http://www.peterkretzman.com/2009/12/10/the-cio-and-the-fine-art-of-vendor-negotiation/comment-page-1/#comment-8844 Stanton Jones Fri, 11 Dec 2009 22:19:14 +0000 http://www.peterkretzman.com/?p=290#comment-8844 Great post Peter - agree with you that while important, it is not only about cost. Not uncommon to see vendors upside down on an agreement because customer squeezed hard on price, which leads to an unprofitable supplier and a very unhappy customer. The key is finding that right balance (as you state) - supplier making a fair profit and customer receiving quality service. I have similar post that focuses specifically on the requirements side of vendor negotiations: http://bit.ly/4vLvAY Great post Peter – agree with you that while important, it is not only about cost. Not uncommon to see vendors upside down on an agreement because customer squeezed hard on price, which leads to an unprofitable supplier and a very unhappy customer.

The key is finding that right balance (as you state) – supplier making a fair profit and customer receiving quality service.

I have similar post that focuses specifically on the requirements side of vendor negotiations: http://bit.ly/4vLvAY

]]> By: jfbauer http://www.peterkretzman.com/2009/12/10/the-cio-and-the-fine-art-of-vendor-negotiation/comment-page-1/#comment-8843 jfbauer Fri, 11 Dec 2009 15:01:21 +0000 http://www.peterkretzman.com/?p=290#comment-8843 I found this post to be a great perspective on the balance of low price against the other critical aspects of the vendor relationship. It may be rewarding to know you drove down the price, but two months after you are using the vendor's service and something goes wrong, you are going to need a degree of partnership from the vendor in order to get back on track. How willing is the vendor that just got beat up on price to turn around and provide their top talent to help resolve issues? I've started a series of articles on vendor management but from the mid level IT manager that needs to work with the business and senior IT management to assist in establishing the most effective vendor selection and on going relationship: http://bit.ly/5JdWxH I found this post to be a great perspective on the balance of low price against the other critical aspects of the vendor relationship. It may be rewarding to know you drove down the price, but two months after you are using the vendor’s service and something goes wrong, you are going to need a degree of partnership from the vendor in order to get back on track. How willing is the vendor that just got beat up on price to turn around and provide their top talent to help resolve issues?

I’ve started a series of articles on vendor management but from the mid level IT manager that needs to work with the business and senior IT management to assist in establishing the most effective vendor selection and on going relationship:

http://bit.ly/5JdWxH

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