Gartner Research

How Sourcing Executives Can Successfully Negotiate Business Outcome Contracts

Published: 06 March 2017

ID: G00319159

Analyst(s): William Maurer, Neil Barton

Summary

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

Introduction

Analysis

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

Case Studies

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