Gartner Research

How Sourcing Executives Can Successfully Negotiate Business Outcome Contracts

Published: 06 March 2017

ID: G00319159

Analyst(s): William Maurer , Neil Barton


Sourcing and vendor management leaders who ask IT consultancies and system integrators to accept payment based on business outcomes often find negotiations difficult. This research sets out a process for defining business outcomes and bringing contract negotiations to a successful conclusion.

Table Of Contents
  • Key Challenges



  • Define Business Outcome Metrics Early in the Procurement Process
  • Gauge Service Provider Appetite for Risk
  • Gauge Your Organization's Appetite for Sharing Rewards

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