Experience
has shown that the greatest successes achieved in implementing
the Managed Acquisition ProcessTM are
those that are supported by senior management. To encourage that
level of support, ICN's Executive Briefing provides a customized
orientation to the unique challenges of technology procurement.
The briefing is designed for senior to mid-level management and
focuses on the integral role of effective technology procurement
in helping to meet overall business objectives. Time and again,
prudent business practices during the technology procurement
process have proven to save companies millions of dollars and
avoid costly dispute resolution with suppliers.
Workshop
Topics
Why
Negotiate?
Are
you negotiating or begging?
Allocate
dollars and risk
Acquisition:
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
Why
and how to manage the people, places and things
Gaining
stakeholder approval
Maximizing
your power
The
Ten Truths…In Technology Negotiations
If
it’s not part of the contract, it’s
not part of the deal
Contract
management is essential, even critical
It
is not a relationship of trust— it is
not a partnership
Are
we acquiring results or resources
Information
is power
Don’t
worry about the vendor’s feelings or profits
The
entire procurement process is about control
and negotiating power
You
have to hear some noes
Remedies
are essential
Don’t
select a vendor before you’ve negotiated
the deal
Overview of the
Managed Acquisition Process (MAP)
Form Team
Establish Decision Criteria
Determine Relationship
Architecture
Gain Management Approval
Develop Contract
Issue Request for Proposal
Conduct
Bidders’ Conference
Evaluate Potential Suppliers
Implement Zone of Consideration
Manage the Contract
Benefits
Understand the advantages
of a formal acquisition process
Learn the importance of management
sponsorship of the process
Know the role of senior management
in the negotiating process
Learn management
tactics needed to leverage better deals
Understand why the role of
management is critical to success
*Please
note The Executive Briefing is an excellent
tool to also gain end user support for a disciplined
procurement process. When given to groups of
users who interact with suppliers, this briefing
has been highly effective in changing corporate
cultures to Do Better Deals.
This Executive
Briefing can vary in length from 1 to 3 hours
depending on your requirements.
Ensuring
executive and
end user buy-in
International
Computer Negotiations, Inc.
Drawer 2970, Winter Park, FL 32790-2970
Experience
has shown that the greatest successes achieved in implementing
the Managed Acquisition ProcessTM are
those that are supported by senior management. To encourage that
level of support, ICN's Executive Briefing provides a customized
orientation to the unique challenges of technology procurement.
The briefing is designed for senior to mid-level management and
focuses on the integral role of effective technology procurement
in helping to meet overall business objectives. Time and again,
prudent business practices during the technology procurement
process have proven to save companies millions of dollars and
avoid costly dispute resolution with suppliers.