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“We Don’t Need To Write It Down. You Can Trust Me” And Other Grim Fairytales This ploy is built on the vendor first creating and

Ask a vendor for a significant contract concession, and chances are you’ll hear: “We can’t do that because it would set a precedent.” As an

Since the end of the year is only weeks away, it’s a great time to secure some price or contractual concessions from vendors whose books

Here’s a new twist on the old “sense of urgency” ploy that a vendor used in a recently completed deal. The procurement manager of a

Leasing IT assets offers many advantages. It transfers the risk of technology obsolescence from you to the lessor, conserves cash and can provide you with

When you review a proposed vendor contract, you’ll probably discover that only the most basic information is documented about a key component of the relationship:

Let’s look at another of the truths of technology deal-making that can help you wind up with the best possible terms. The goal is not

If you’ve never had a billing dispute with a vendor, you probably will. It’s inevitable that at some point, you’ll disagree with a vendor over

A sharp contract negotiator told me recently how much fun he has looking over leasing companies’ proposed master agreements. He says they’re so one-sided that

Negotiating a better deal is an ongoing process, not an isolated event. One of the steps you can use to turn the process to your

To IT professionals, the word security generally evokes operational-type thoughts. For instance, there’s a need for physical security of the data itself. And there’s software-controlled