Articles

If it’s not part of the contract, it’s not part of the deal. This is one of 10 truths in technology deal making [Business Advice,

Over the course of 37 years in the business of technology deal-making, I’ve learned a lot about the people and 10 truths that play a

Laptops are increasingly used in today’s mobile workforce computing environment, and in corporate America, a good percentage of them are leased. Many laptop lessors start

By Joe Auer A customer recently negotiated an agreement that called for an annual revenue commitment to the supplier. It’s quite common for a supplier

The following onerous provision regarding a customer’s payment obligations was uncovered during a review of a vendor’s proposed software licensing contract: Licensee shall pay vendor

Consultants, at least the successful ones, earn a living selling their knowledge, services, intellectual property and the like to a wide range of clients. Sometimes

If you’re drafting a contract for a vital ongoing service such as outsourcing or telecommunications, business continuation and transition clauses should be essential parts of

Confidentiality and secrecy agreements between customers and outside consultants are very important. The nature of consultants’ work means that they will probably have access to

Vendors are notorious for adeptly using ploys to gain an advantage over the competition – and over us, the customers. Our challenge is to recognize

Implementing a “zone of consideration” – or creating a shortlist of potential vendors for a particular purchase – is a very important step in optimizing

Most, if not all, vendors’ standard form agreements give the vendor the unilateral right to assign at least part of the responsibilities outlined in the

As the daily media drumbeat of “economic downturn” picks up volume, we’ll no doubt be challenged to optimize IT costs and value as we move