Most midsize enterprises (MSEs) do not have the volume buying power to achieve optimal contract terms. However, it does not mean that negotiation levers do not exist. MSE CIOs must identify these levers and opportunities and create leverage.
- Uncover the Vendor Go-to-Market Goals and the Incentives of the Account Management Team
- Be Prepared: Gather Data Before Moving Forward With a Negotiation
- Create a Vendor Access Policy and Consistent Messaging to Your Vendors
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