Gartner Research

Follow Gartner's T4 Process for Vendor-Specific Practices to Negotiate the Optimal Deal

Published: 09 March 2015

ID: G00271850

Analyst(s): Jo Ann Rosenberger

Summary

IT procurement professionals must strategically plan and tailor negotiations to use key levers for bargaining power. Gartner's T4 process provides the steps and actions to identify and effectively use vendor-specific tactics and templates to optimize your deal and protect your investments.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Tactics — Engage With Stakeholders and Outside Experts to Identify and Strategically Use Key Vendor Data To Create a Competitive Environment
    • Identify Competitors and Products to Create a Competitive Environment
    • Third-Party Maintenance Providers Can Be Used as Leverage If a Viable Option
  • Templates — Develop Customized Templates That Capture Vendor-Specific License, Pricing, Contract Governance and Usage Policy Detail
  • T&Cs — Collaborate With Stakeholders to Create and Prioritize a T&Cs Checklist to Uncover and Clarify Unique and Ambiguous Terms and Identify Deal-Specific Needs
    • Clarify Contract Nomenclature in Agreements and Addendums
  • Timing — Develop and Maintain a Fiscal Year-End Database of Vendors to Use During Negotiation Strategy Planning
    • Case Study Illustrating Strategic Use of Fiscal Year-End for Bargaining Power
  • Follow Gartner's T4 Process to Realize Cost Savings, Avoid Unnecessary Costs and Negotiate Contracts With T&Cs That Protect Your Investments

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