Negotiation & Sourcing course

Projects, Programmes & Change

This 1-day Negotiation & Sourcing course provides an overview for IT managers to create better deals for the company, improving existing contracts and negotiating new ones. Attendees will acquire an understanding of leading negotiation techniques and strategy. We also examine the components of successful contracts that create a ‘win-win’ for customers and suppliers.

IT Leaders provides benchmark services for technology organizations and, as part of its work, reviews 100’s of contracts every year. This has enabled us to build up a strong knowledge base of technology contracts and the opportunities for reducing costs. Our contract evaluation template is used as the basis of this module. It identifies all the key data required for each technology contract which is then used to identify opportunities for reducing renewal costs and improving support levels.

The third module of this course looks at sourcing options within technology organizations. We look at the trends in sourcing and the different in-sourcing and out-sourcing options available. We introduce techniques for evaluating which areas of an IT estate should be kept in-house and which should be outsourced (right-sourcing). Finally we look at the issues that need to be addressed in changing sourcing providers.

Course topics

• The successful negotiator’s profile

• Negotiation objectives and strategies

• The components of the successful contract

• Managing technology contracts to reduce costs and improve quality

• The right balance of sourcing

• Changing sourcing providers