June 19, 2013
The CIO'S Role in Optimizing IT Negotiations--
15 Principle Actions
Dinner Event at Maggiano's Lincoln Square
(10455 NE 8th Street, Bellevue, WA 98004)
5:30-6:45 Profession Networking
6:45-8:30 Dinner & Presentation
With formal IT spending consuming anywhere from one to twelve percent of revenues, CIOs, CFOs, and CEOs often ask what specific actions every CIO should be taking to improve the outcome of negotiations. Fulcrum Associates spends a significant amount of time working with each of the roles on the negotiation team: CIO, Information Technology (IT) Staff, Procurement, CFO, Chief Legal Counsel and Business Unit Manager which all play a critical part in determining the successful outcome of a negotiation.
Based on a client study of cost savings engagements and project experience these are the most effective techniques a CIO can practice to ensure maximum negotiation leverage and effectiveness which have been proven to improve already negotiated results by 10% - 25%+. Of equal (if not greater) importance is attaining advantageous contract terms and conditions in addition to an improved vendor management relationship.
This is an experienced practitioner’s view to help Senior IT Executives and decision makers avoid the common mistakes clients make in the process of negotiating their IT Enterprise contracts.
You’ll walk away with actionable advice and an enhanced understanding of the negotiation process after addressing topics like:
- Understanding the sales professional and how to counter-balance their role in negotiations and the client / account relationship
- How is it possible for one client with the same size proposal from the same vendor to achieve higher discounts, greater cost savings and more advantageous contract terms and conditions then another client
- 15 Principle Actions for CIOs to implement and practice
- How to effectively leverage your vendor relationship.
Presented by: Joe Galuszka, Principal, Fulcrum Associates
Joe Galuszka is Principal of Fulcrum Associates an IT Contract Optimization, Negotiation and Cost Savings consulting firm. With over 25 years of experience in the IT industry, his negotiation experience spans both the client buy-side and vendor sell- side. Joe’s expertise is assisting Fortune 1000 clients’ negotiation efforts on IT Enterprise software / hardware acquisitions, and professional / implementation services by negotiating additional hard-dollar cost savings, advantageous contract terms and conditions while improving the overall vendor relationship and management. Previously Joe was VP of Gartner Consulting responsible for managing the IT Cost Optimization practice. Joe was a founding company officer at Scient an e-Business Consulting and Professional Services Firm. Joe has a BS in Mechanical Engineering from the University of Buffalo, SUNY.