Topic: Negotiation

Finding Near-Term Savings in IT: Practical Offerings for CIOs

Facing budget cuts, or asked to do more with the same? Short, focused assessments can uncover practical savings now, without waiting for a long-term strategy.

Article

August 29, 2025

The Joy and Pain of Accountability: IT Services Chargeback

Chargeback puts IT costs where they belong and shares responsibility with customers, but only if it is granular enough to change behavior. What works, and what hurts.

Article

August 18, 2025

Transparency is Effectiveness: Five Reasons to Communicate Budgetary Guidance in RFPs

Should you share current costs or a budget in an IT services RFP? Five reasons clear financial guidance leads to better proposals and better outcomes.

Article

January 2, 2019

Choosing in Groups

I recently read an interesting book by Michael Munger called ‘Choosing in Groups‘. Professor Munger is an economist, former chair of the Department of Political…

Article

December 17, 2018

Tips for Technology Supplier Transitions

Sooner or later, every organization that purchases technology (hardware, software and/or services) will be faced with the need to transition to a new supplier. No…

Article

November 5, 2018

Four Activities for Better RFX Outcomes

Over the years I’ve put together scores of Requests for Proposals … and Requests for Solutions, Quotations, Tenders and Information. I’ve seen countless checklists, flowcharts…