Gartner Research


Published: 30 May 2022



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  • 従来のRFI/RFPのプロセスを用いた918カ月にわたる契約交渉では、迅速なソリューション/サービスの活用が実現できない。取引の大幅な迅速化に向けて、組織の65%が既にベンダーと共同でソリューション/サービスの要件を設計するアプローチを採用し、26%が採用を計画している。

  • ビジネスとITの成果を速やかに達成しようと試みている組織は、最良のソリューションの設計と最適なベンダーの選定に要する時間を短縮するとともに、具体的な成果に関して特定のベンダーと拘束力のあるコラボレーションを行う必要がある。

  • ケーススタディでは、3スプリントで90日間の契約プロセスを適切に実行すると、ソリューション依頼書 (RFS) を拘束力のある契約に導けことを示している。


複雑かつ変革的なマネージド・サービスおよびソリューションのソーシング活動に関与するソーシング/調達/ベンダー管理 (SPVM) のリーダーは、以下を実践する。

  • BuySmartと競争を伴う共同設計アプローチを採用することにより、契約締結までにかかる期間を大幅に短縮し、3スプリント/90日以内で重要な成果を上げる。

  • アジャイル・チームとのコラボレーションを活用し、ダイナミックなソーシングの原則を採用することによって、契約の成果を最適化する。

  • Gartner90日間の契約交渉ワークブックのコンポーネントを段階的に採用することで、定義済みのプロセスを導入し、競争にプラスとなる効果を最大化する。

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Akimasa Nakao

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