Why Read This
This report describes best practices for the negotiation process, in the context of Forrester's strategic software sourcing approach. We get many inquiry calls from sourcing and vendor management (SVM) professionals looking for advice on software negotiation best practices. It will explain how to combat the perennial problem of colleagues failing to involve you until too late in the sourcing process. It will describe how best-in-class software negotiators plan ahead and set expectations throughout their organization as to what constitutes good procurement practices. This report highlights four key areas that you should address if you want to negotiate great software deals and obtain the maximum value for your organization.