How to Win at the IT Outsourcing Negotiating Table

Jeff Weiss Interview by Stephanie Overby from CIO

Who’s your best outsourcing deal negotiator — Hank, the ‘people guy’ that everyone loves? Is your negotiating toolkit limited to your RFP templates and supplier scoring sheets?Is your goal to get the lowest prices for the highest SLAs inthe shortest span of time?

That kind of ad-hoc negotiating behavior leads to failed outsourcing deals time and again. But there’s a better way — and one that should be natural for process-driven IT organizations. It’s time to start treating IT negotiations as a business process that permeates the entire IT organization, says Jeff Weiss, partner at Vantage Partners, a Boston-based negotiation and relationship management consultancy, who also teaches the science of negotiation to cadets at the U.S. Military Academy at West Point and MBA candidates at the Tuck School of Business at Dartmouth College.


Published 2012