Forrester: - Making Leaders Successful Every Day

Event Overview

One of the top priorities for IT executives right now is cost reduction. Bolstering your sourcing and vendor management skills ensures you negotiate new projects, discretionary spending and major contract renewals with the maximum level of savings. Strengthening your sourcing skills also ensures you achieve cost savings on your existing commitments while minimizing risk.

During this full day of presentations, hands on exercises and interactive discussions, Forrester analysts will teach you how to negotiate effectively to achieve your savings targets. Participants will understand what makes an effective negotiation strategy, where to apply maximum leverage and how to gain the most valuable concessions. The workshop addresses the most important issues including:

• How have companies been able to obtain cost reductions from their technology vendors?
• What are the risks of driving lower margins on services deals?
• How do you secure cuts in software maintenance from inflexible vendors?
• What are the tactics to use with a sales team that is only interested in new business?
• How do you convince your bosses to set realistic cost reduction targets?

Who Should Attend?

• IT leaders, IT directors, sourcing and vendor management executives, PMO staff, finance support of IT, procurement, and anyone else involved with negotiating major IT purchases or agreement renewals for either software or services.
• Others that want to learn specific insights on dealing with key vendors, and understand how economic and technology trends are affecting the IT sourcing and vendor skills.

Why Attend?

Forrester analysts speak with hundreds of organizations every year about their IT contracts. We learn what good deals they got, and how they got them. We see where clients make mistakes and leave gaps, and help them deal with the aftermath of subsequent events not catered for by the original agreement. We have refined this extensive research knowledge into a focused session covering best practices, and pitfalls to avoid.

Attendees will get the information and insight they need to formulate effective negotiation strategies and give themselves the best possible chance of meeting their cost reduction targets.