How To Do Better Deals - Critical Concepts You Need To Know

Product Information

90 minutes with Joe Auer

Overview

Experience has shown that the great successes achieved in negotiating better deals are those that are supported by senior management and the end users of the solution(s) being acquired. To encourage that level of support, ICN's Executive/End User Briefing provides an orientation to the unique challenges of best practices procurement.

The briefing is designed for senior to mid-level management and focuses on the integral role of effective procurement in helping them meet overall business objectives. Time and again, prudent business practices during the technology procurement process have proven to save companies millions of dollars while avoiding unpleasant surprises and costly disputes with suppliers.

Topics Include:

Why Negotiate?

• Are you negotiating or begging?
• Allocate dollars and risk correctly
• Negotiations: a process, not an event
• Understand the process
• Dealing with opposing objectives
• Balance price and protection

Negotiations as a Process

• The rationale for a process
• The Managed Acquisition Process
• Why and how to manage the people, places and things
• Gaining stakeholder approval
• Maximizing your negotiations power

The Ten Truths

1. If it’s not in the contract, it’s not part of the deal
2. Don’t select a vendor before you’ve negotiated the deal
3. It is not a relationship of trust— it is not a partnership
4. Are we acquiring results or resources?
5. Information is power
6. Don’t worry about the vendor’s feelings or profits
7. The entire procurement process is about control and negotiating power
8. You have to hear no sometimes
9. Remedies are essential
10. Contract management is essential, even critical

Click here to view Joe Auer's Bio.