Inquiry Spotlight: Contract Negotiations

March 17th, 2009

With contributor:

Christine Ferrusi Ross

Summary

In the current economic environment having a solid contract is more important than ever. Forrester clients are recognizing the importance of having meaningful service-level agreements (SLAs) and achieving cost savings through effective contract negotiations. An examination of the inquiries that we've received over the past year shows that clients are interested in negotiation best practices, well-crafted SLAs, and pricing trends. Sourcing professionals should make sure that they thoroughly research and understand their provider(s) or potential provider(s) before entering into negotiations. They should validate rates they are quoted and should ensure that the contract protects them from provider instability through meaningful and enforceable SLAs.

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