Joe’s Tips

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

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

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

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

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:

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

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

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

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

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