IT Vendor Relations

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IT Vendor Relations

• Stephanie Trowbridge
• a.k.a. Dr. Steph

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Creating good relationships

• Begins with the negotiation. If both parties
  walk away feeling satisfied with the results, the
  foundation is set. Maintaining or managing the
  relationship is work. The terms and conditions
  set forth in the agreement will act as a
  barometer and show how well the relationship is
  working.

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Preparations

• Information is power
• Any discussions to date
• Stakeholders
• Requirements
• Must haves
• checklists
• Time constraints
• Intended relationship

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Is this relationship serious?

• Are we dating?
• Is this serious?
• Will you marry me?
• Arranged marriages and blind dates
• On the outs
• Determining your level of relationship will
  determine the effort and care used to create and
  maintain it.

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Are we dating?

• Are you the right person?
• RFIs and RFPs
• Vendor representative has authority to make
  decisions
• Having buy in around the negotiation process from
  management and stakeholders

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Is this serious?

• What is the dependence on the product or service
• Cost
• Areas of business affected
• Level of support needed
• Knowledge transfer

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Will you marry me?

• You want the service or product and now you have
  to negotiate
• Taking the time to assess the type of individual
  youre dealing with will be essential
• What is necessary to sustain long-term
  relationships

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Arranged marriages and blind dates

• I want, I want!!!
• There are times when decision is already made.
• Good cop, bad cop.
• Is there an opportunity to have a win- win
  negotiation?

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On the outs

• Negotiate the break-up in the beginning
• Remedies
• If still dependent on the product, re-negotiation
  can occur anytime
• .

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Ts and Cs

• Clear and simple
• Include the RFP in the agreement
• Requirements and expectations of stakeholders
• Acceptance (if necessary)
• Level of service and support
• Indemnify
• Warrant

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Power negotiator

• What kind of negotiator are you
• Know you strengths and weaknesses
• What kind of negotiator are you dealing with
• Type of negotiation can effect your relationship

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Works for me

• Knowledge is power
• Be flexible
• Take your time
• Be quiet
• Act with authority
• Play dumb

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Re-seller Relations

• Correct pricing
• Effective vendor liaison
• IT asset management
• Responsive
• Do they know what theyre selling
• Sales contact turnover

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Useful Links

• http//www.hoovers.com/free/
• http//www.iaitam.org/IT-Asset-Management-Home.htm
  
• http//www.caucusnet.com/web/index.php

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Contact Info
Stephanie Trowbridge Northeastern University 360
Huntington Ave 403RI Boston, MA
02115 s.trowbridge_at_neu.edu NERCOMP VenMaster
Discussion venmaster_at_listserver.nercomp.org/
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Questions??