Strategic negotiations
IT and procurement departments have to deal with “strategic” negotiations every year. A negotiation is said to be strategic when it meets several characteristics, including high financial stakes, dependence on the solutions of the publisher, an imbalance of power, the absence of alternatives, and an asymmetry of information.
Negotiating is not a role but a profession
Negotiating and managing long-term relationships with publishers and cloud providers requires skills and expertise to keep pace with technological innovations and commercial pressure from suppliers.
Issues & strategic negotiation
Our services
Our expertise enables us to support organizations throughout the negotiation process, from preparation to contracting with suppliers, by providing added value at each step and by helping our clients to optimise their purchases both financially and technically.
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Preparation and situational assessment
Renegotiating a contract first requires taking stock of the existing agreement. Have you deployed the products that you have purchased or subscribed to, are you paying competitive prices, and have the contractual terms enabled you to secure the relationship and the costs while providing sufficient flexibility? The quality of the products and services sold by the publisher must also be assessed at the level of the users, operators, and purchasers.
This first step can last from a few weeks to a few months, depending on the footprint of the supplier in the organization. The report will allow you to have a precise vision of the usage and risks of the products and services to be renewed, and above all to have a formal and objective assessment of your contract and your supplier.
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Negotiating strategy
The negotiation strategy includes the objectives of your organization and the different steps to achieve them. Our experts will involve stakeholders in several workstreams to define the components of the strategy: demand plan (need for products and services in the short, medium and long-term), contract, alternative solutions or suppliers, financial (business case for the next 3-6 years), etc. Other aspects not to be overlooked are the timing as well as the roles of each member of the negotiating team.
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Negotiation support
Elée’s experts support negotiators throughout discussions with the publisher until contract signature, by analysing the proposals received from the publisher and comparing them with other examples, by explaining the advantages and disadvantages of different proposals, by updating the business case, and by preparing arguments and responses to the publisher’s proposals.
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