Course Summary:
MAINTAIN OBJECTIVITY AND CONTROL
• Technology Sales Tactics and Techniques (and how to prepare for, and combat them)
• Understand how suppliers and sales reps make money to inform your strategy
• Build critical credibility with your internal customers for better outcomes
• Information is Power – Control who has it, and when, to fuel your negotiations
TIPS AND TRICKS FOR IT SPEND – You only get one chance to craft a first contract!
• Using Use Cases to identify licensing exposure – before you buy
• Licensing metrics- understanding and contracting when a supplier has control
• Control costs through controlling deployment – audit proof your work
• Why traditional RFPs aren’t a great fit, consider business capability and product roadmaps instead
• How to negotiate and contract for long-term cost management vs. focusing on Day 1 costs
Who Should Attend?
Any procurement representative involved in IT hardware or software spend, IT resources who want to understand how to partner with Procurement for effective collaboration,
mutual understanding and better outcomes for all.
Whether you are seasoned in IT spend management, or new to the category, you will take away a refreshed understanding and new ideas and techniques for your next
negotiation. Your registration fee includes all training materials. You will leave with practical tools and templates that you can put to work on your job immediately!
Call Randy Christoffersen at 612-801-8796 or email at ExecDirector@ism-twincities.org with any questions or for information on group rates.
This seminar will provide you with fully vetted best-practice tools and approaches to optimize your IT spend.