How can you get better outcomes from vendor negotiations?
Jinfo Blog

By Stephen Phillips

Abstract

Item

The new Jinfo Report "Improve outcomes from your vendor negotiations" is a comprehensive summary of all the talking points from the recent Jinfo "Contract negotiation clinic", with Dan McGovern.

This was probably one of the most insightful conversations I have heard about how vendors regard their clients, and how to prepare for a renewal negotiation.

Do you know that (amongst other things):

• Vendors use a prioritisation index to segment their clients?
• That index is used to drive and define how they engage and support that client?
• And, vendors don’t just segment organisations; they map individuals within client organisations to leverage during negotiations?

Understanding these strategies enables information managers to be more effective negotiators.

Never has "fail to prepare, prepare to fail" been more true than when it comes to contract renewals.

Read the Jinfo report "Improve outcomes from your vendor negotiations" to get all the insights and be ready for your next contract negotiation.

All our resources are available with an annual Jinfo Subscription. To get the most value, book a walk-through with me.

« Blog