In some cases, a vendor is simply unwilling to consider price reductions during contract negotiations. In these situations, it is often helpful to have a plan B and consider the possibility of switching vendors.
This research note is based on recent interviews that Info-Tech conducted with 24 IT professionals about the strategies and tactics they use to get a reduced price when negotiating contracts with vendors. This note includes:
A case study outlining how an IT consultant helped Company X save between 10-20% off of an existing hardware contract by switching vendors. Recommendations for preparing a successful plan B to switch vendors when an incumbent is unwilling to reduce its price. Cut costs for the organization by preparing a successful backup plan and making a smooth vendor transition.
