Creating Efficiencies
SIE can help identify your cost drivers and execute strategies to drastically lower Total Cost of Ownership (TCO). We also have developed the tools and techniques needed to give you the “edge” in your next contract re-compete and vendor negotiations.
SIE’s Approach to IT Category Management
Optimizing IT Cost Multipliers:
- Rationalize Install Base
- Validate Requirements
- Match IT Capabilities with End User Needs
- Deploy IT Asset Optimization
Optimizing IT Cost Drivers:
- Improve and Streamline Operations
- Develop Strategic Terms and Conditions
- Build Business Cases Focused on TCO
- Draft Acquisition Documents
- Employ Supplier Relationship Management
- Develop & Execute Vendor Negotiation Strategies
SIE VENDOR NEGOTIATION FRAMEWORK
Market Analysis
Objectives:
To gain an understanding of the external market in both the product and category level
Key Deliverables:
- Detailed market analyses
- Competitor reviews
- End-User comparisons
Team Preparation
Objectives:
To identify and develop your negotiations team while defining what constitutes a win
Key Deliverables:
- Definitions of roles and responsibilities
- Internal audits / knowledge of your requirements
- Decision support framework
Strategy Development
Objectives:
To prioritize your requirements, develop BATNA criteria and highlight your decision points
Key Deliverables:
- Analyst support in prioritizing framework elements
- Detailed knowledge of your alternatives
Negotiation Execution
Objectives:
To execute tactics based on your negotiating strategy while validating vendor proposals
Key Deliverables:
- Negotiation role-playing simulation
- Real-time review of pricing proposals, T&Cs and strategic objectives
Final Agreement
Objectives:
To validate original goals, justify ROI and make the decision to sign or walk away
Key Deliverables:
- Final review of proposals, clauses and strategic objectives and ROI