Telecom and IT Price Negotiations: Should You Share Price Targets With Your Vendor?
Matt West
Director of Telecommunication Services, NPI
12.01.20
“Don't tell them your budget" is a common prescription among sourcing professionals and a best practice for IT price negotiations. But how effective is it? That depends. If sourcing is engaged early, the purchase is well defined, and current market data is used to develop the budget, then delivering a purchase target to a supplier...