Procurement of PCs, software, servers or services can seem
overwhelming due to the complexity inherent in the process, market
and business volatility, and uncertainty in the vendor community.
Buyers should use a formal process - including the establishment of
documented best practices and standard document templates - tailored
to that organisation’s culture and structure to bring
discipline to the process. Ultimately such an approach will reduce
TCO.
A
successful negotiation requires a complete understanding of the
product or service, how it will be used, user profiles, and
identification of vendor negotiating levers.
