CIOs Role in IT Negotiations - 15 Best Practices

MGI Research, March 2012, Pages: 12

With formal IT spending consuming anywhere from one to fifteen percent of revenues, CIOs, CFOs and CEOs often ask: "What specific actions should every CIO be taking to improve the outcome of IT negotiations?". In response to these client requests, the MGI analytic team collaborated with their Senior Adviser Joe Galuszka to create a set of actionable CIO best practice for IT negotiation. This report details the top 15 actions that every CIO can take to ensure maximum negotiation leverage and effectiveness. Employing these best practices has enabled clients to improve negotiated results by 10-25%+, - resulting in hundreds of thousands, and even millions of dollars in net savings – not to mention significantly improved contract terms and conditions and improved vendor relationships.

One of the CIOs top priorities is vendor management and technology procurement. This research note details specifc actions that every CIO and technology procurement team can take to lower costs, and more importantly, improve their overall supplier relations. This is sure to save organizations large and small money on every deal they do.

This research note provides CIOs and technology procurement teams with 15 actions that any organization can implement successfully. The authors of this report have negotiated over $1B in technology deals, and work on a contingent basis - ensuring savings.

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