How we ended up in IT procurement…?
Sharpen Your IT Procurement Skills in the Big Easy
Chatter Internet Radio Show
Sharpen Your IT Procurement Skills in the Big Easy Join us here monthly for the new CAUCUS Chatter. An internet radio show designed for the IT Procurement person in you! So sit back, relax and listen to hosts CAUCUS Executive Director Elgin Ward, and CAUCUS CEAC Chair Robert Wright speak with your peers...Use “Thanks” to Educate!
Internal alignment is key for Procurement to negotiate better deals. How to get it? Using “Thanks” properly can be a powerful tool to educate customer Stakeholders.
“Thank you” is one of MOST powerful tools Procurement has. Procurement is a team sport – it can’t be done successfully alone.
If Procurement succeeds in negotiating great T&Cs and amazing pricing,...
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Are you giving away Customer Data?
In seminars on Maintenance, Software, and Cloud Services, the following questions are asked of attendees. The answers the attendees give often surprise even themselves. Question 1. When you purchase a license to Software or Cloud Services, do you also buy Maintenance Services? Customer Answer 1. Yes. Question 2. As part...
Planning for Failure
Most IT projects have the potential to be successful. Likewise, they all have the inherent potential to fail. If the possibility of failure is not contemplated and no or few Remedies for failure are provided, then the Customer may suffer devastating loses when failure does occur. Conversely, a Customer can avoid much unnecessary loss, delay,...
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Is IT Sourcing Really Strategic?
Vendors and their sales reps are extremely strategic in the use of their time, their expense accounts and other resources, demos, loss leaders, and RFP responses, often gaining the vendors negotiation advantages. By creating or seizing opportunities to be strategic, IT sourcing, too, can increase its negotiation leverage to get better deals for the Customer.
Sometime...
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Procurement’s Forgotten R
The Forgotten R of Procurement is Restraint, meaning ongoing control. While important, it is not enough to address Requirements, Rewards, Risks, and Remedies alone. The Customer will ultimately succeed only if it RESTRAINS the Vendor’s performance to strictly comply with the detailed specifics of the contract.
What is the Forgotten R of Procurement? A good procurement...
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Learning from vendors – Strategy 8: Review and Recommend
Once a contract is signed and implementation is complete, a Vendor will, at the earliest opportunity, review its positive performance and recommend the Customer purchase more of the same products or services for other departments of the Customer AND recommend the Customer buy other products and services from the Vendor. This dangerous phase requires special...
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The Partner Ploy
One deadly Vendor Ploy is the Partner Ploy. It lessens Customer negotiation leverage, making a good deal harder to get. Learn a good countermove for the Partner Ploy.
One deadly Vendor Ploy is the Partner Ploy. It lessens Customer negotiation leverage, making a good deal harder to get. Learn a good countermove for the Partner Ploy.
Vendors...
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