A Primer on Outsourcing Negotiation

The following article is an excerpt or derived from Selling Outsourcing Services by Grant Lange. I am always asked if there is a “silver bullet” to being a successful negotiator. Unfortunately, there...
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The Influence of Procurement Organizations in the Outsourcing Sales Cycle

The following article is an excerpt or derived from Selling Outsourcing Services by Grant Lange. Procurement continues to play a critical role in the evaluation and selection process for outsourcing services,...
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Beyond the Template: Writing an RFP That Works

A generally accepted (and obvious) enterprise “best practice” is to procure services via a robust competitive methodology. In general, this is achieved by issuing a comprehensive request for...
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Don’t Sign That Contract! Getting the Best Price from Your Service Provider

Renegotiating an outsourcing relationship isn’t easy. In many instances your existing service provider may surprise you with an entirely different pricing approach, which may not be to your advantage....
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A Practical Approach to Outsourcing Pricing

Pricing of outsourcing services must be a tricky formula. Most clients don't really know what they're paying end-to-end for the IT or business process function internally. So how can a service provider...
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Get Beyond Contract Price as the Final Factor

"We've got to get [outsourcing] off the zero-margin deals."-Ben Trowbridge, Alsbridge   Does driving the absolute best deal possible always make your firm the winner? When it comes...
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Using Performance Decrements in SLAs

The customary practice of imposing service level credits for bad service doesn’t always work in outsourcing agreements. After all, the financial amounts are typically small (the service provider...
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