Cracking The Outsourcing Value Code

Anyone who has lived through a complex outsourcing engagement knows that the deal you build becomes the foundation for either success or insurmountable challenges. Sophisticated clients and providers know that putting one participant on the ropes — rather than negotiating for mutual success — will end up costing more in the long run. At this year's inaugural Services And Sourcing Forum, Forrester held a panel devoted to outsourcing negotiation and strategy. Representatives from an outsourcing advisory firm, a client firm, and an outsourcing service provider joined Forrester's Paul Roehrig on stage to offer their perspectives on deal negotiation best practices. This document highlights some best practices based on a 360-degree view of the complex deal negotiation process.