{"id":3099,"date":"2011-07-22T13:45:00","date_gmt":"2011-07-22T13:45:00","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/2011\/07\/22\/highlights-from-the-it-negotiation-webinar-yesterday\/"},"modified":"2021-07-01T09:13:47","modified_gmt":"2021-07-01T13:13:47","slug":"highlights-from-the-it-negotiation-webinar","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/","title":{"rendered":"Highlights From The IT Negotiation Webinar Yesterday"},"content":{"rendered":"<p>In case you missed yesterday\u2019s Next Level Purchasing Association monthly member\u2019s webinar yesterday, I thought I\u2019d post a few highlights here. And there were many highlights due to the fantastic presentation from ClearEdge Partners\u2018 Tom Demarco. Some excerpts from Tom\u2019s sage advice\u2026<\/p>\n<p>Don\u2019t miss updates on Procurement &amp; Supply Chain, Subscribe here!<\/p>\n<ul>\n<li>On incumbent supplier\u2019s inflexibility with pricing: \u201cThey know you won\u2019t leave them unless you\u2019ve kicked the tires with someone else.\u201d<\/li>\n<li>On the three things an organization needs to do if it wants to have any leverage when negotiating with IT suppliers: \u201cPlay early, have supplier intelligence, [and] act as one team.\u201d If you deploy these negotiation strategies, you will be \u201ca shark against a shark\u201d not a guppy against a shark.<\/li>\n<li>On what you should train your IT counterparts to say to suppliers when they ask what are the business drivers prompting the procurement process: \u201cI really don\u2019t know. I\u2019m just here to validate the technology.\u201d<\/li>\n<li>On the goal of a salesperson: \u201cKnow you\u2019ve won the transaction before negotiating.\u201d<\/li>\n<li>On why salespeople are so adept at controlling sales processes: \u201cUS enterprises spent $6 billion training sales professionals in 2007.\u201d (Source cited: ES Research Group, 2008 Sales Training Vendor Guide)<\/li>\n<li>On testimony given by a large IT firm during anti-trust hearings: The CEO said that they charge what they think their customers are willing to pay.<\/li>\n<li>On the need to structure the procurement process before it begins: \u201cYou have to start early. You cannot start at the time that you need the technology.\u201d<\/li>\n<li>On clues that salespeople look for in order to resist procurement negotiation tactics: \u201cIf I know you have a $3 million problem, you\u2019ll never get me down to $50,000.\u201d<\/li>\n<li>On why procurement departments need to have a negotiation plan for their big IT suppliers: \u201cAlmost every supplier that views your transaction as strategic to them has a playbook on you.\u201d<\/li>\n<\/ul>\n<p>Keep an eye out for the August NLPA webinar to be announced soon! Not a member? Click here to join \u2013 it\u2019s FREE!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In case you missed yesterday\u2019s Next Level Purchasing Association monthly [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":4098,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3099","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-procurement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Highlights From The IT Negotiation Webinar Yesterday - Next Level Purchasing Association (NLPA)<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Highlights From The IT Negotiation Webinar Yesterday - Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"og:description\" content=\"In case you missed yesterday\u2019s Next Level Purchasing Association monthly [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\" \/>\n<meta property=\"og:site_name\" content=\"Next Level Purchasing Association (NLPA)\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/NextLevelPurchasing\/\" \/>\n<meta property=\"article:published_time\" content=\"2011-07-22T13:45:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-07-01T13:13:47+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.certitrek.com\/nlpa\/wp-content\/uploads\/sites\/5\/2020\/11\/nlpa-images-108.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1600\" \/>\n\t<meta property=\"og:image:height\" content=\"1067\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Galo Matagay\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:site\" content=\"@nextlevelpurch\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Galo Matagay\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\"},\"author\":{\"name\":\"Galo Matagay\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#\/schema\/person\/72d094fab77892483dfa6e061cb27eaa\"},\"headline\":\"Highlights From The IT Negotiation Webinar Yesterday\",\"datePublished\":\"2011-07-22T13:45:00+00:00\",\"dateModified\":\"2021-07-01T13:13:47+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\"},\"wordCount\":351,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/#organization\"},\"articleSection\":[\"Procurement\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\",\"url\":\"https:\/\/www.certitrek.com\/nlpa\/blog\/highlights-from-the-it-negotiation-webinar\/\",\"name\":\"Highlights From The IT Negotiation Webinar Yesterday - 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