How I Negotiated a 75% Discount with Resellers
A few years ago I was hired by a large financial institution to renegotiate several of their IT contracts that [...]
Mergers and Acquisitions: Don’t Forget About the Suppliers
“According to the findings of the 2015 M&A Trends Report, an overwhelming majority of the 2,500 surveyed executives at US [...]
Why Contract Management is the Key to Effective Spend Analysis
When my clients ask me to help identify areas of opportunity for cost reduction with their existing suppliers, I ask [...]
Stop Trying to Manufacture “Win-Win” Deals (Do This Instead)
I play a lot of sports. As a child, I was always playing outside with my friends. In high school [...]
The Art of the Two Table Negotiation
Stop me if you've heard this one before. Customer licenses software from software supplier Customer doesn't understand licensing restrictions Customer [...]
How to Turn Your Leadership Skills into Negotiating Power
Michael Jordan was one of the greatest basketball players of all time. But as a baseball player are not so [...]