Purchases, Negotiations and You (continued)
That is not to say, however, that all vendors will approach the bargaining table with an equal sense of benevolence. "If they lack passion for all things past the sale, or they insist on peddling their products and services as-is rather than help you make it work from your perspective, you probably need to walk away," advises Bosco. "Competition is so strong today that you should be able to find a quality vendor that will truly help you."
There can also be legal ramifications that can upset a deal, so you'll want to be sure that what is written matches what is spoken. "Value added services are the most important thing to look for in a deal," says Ben Finley, senior partner of Finley & Buckley, P.C., a law firm located in Atlanta, Ga. "Just make sure all those promises make it to the paperwork."
IT professionals who routinely win at the negotiation table and avoid bottom-line blunders know that success centers more on "buying in" than buying bargains. "It's about getting the best value for the company, which does not always mean the lowest unit price. It means lowest cost of ownership," says Boeing's Griffin. "We had a supplier win a contract by coming up with the best bid for cost of ownership. We were able to get a lower cost of ownership, and they were able to get more revenue." (article continues)
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