Having a close, fluid and trusting relationship with clients always helps when negotiating. However, with the new and changing technological and economic challenges that lie ahead, it is key to take into account other considerations that contribute to making the agreements a winning combination for all.
Fortunately, with few exceptions, investment in IT It has been acquiring more and more weight in organizations. However, in times of uncertainty and macroeconomic situations such as the ones we are currently experiencing, it is necessary to carefully analyze the expenditure that is made.
This makes recruitment processes acquire a special relevance and that negotiating with clients is crucial to understand all the points given the complexity that they can acquire.
For this reason, when negotiating with clients, and with an eye toward maintaining a relationship and a fluid communication that is reflected in agreements satisfactory to both parties, it is key to take these nine issues into account.
The importance of the contract
The final result of the negotiations with clients must be reflected in a contract that, beyond being a document, is the basis of the relationship and that contemplates, with clarity and transparency, what is stipulated by both parties.
He approach and what is established in it will largely determine its success.
Spend time negotiating
Reaching an agreement is not always easy and you have to take into account the expectations of the clients, especially in terms of the speed with which they want to close the deal. To do this, it is very important not to rush and dedicate as much time as possible so that the agreement reached is beneficial for both parties.
This is something key, especially in service contracts (‘as a service’)in which renewal dates must be taken into account in order to renegotiate conditions and benefits with enough time to evaluate the possibilities.
One of the drawbacks that can arise is that those who are negotiating are disconnected from those who operate the agreement, so that, in the end, what is stipulated does not necessarily respond to the actual requirements.
That is why it is essential that, before negotiating, the IT department is sought to speak with those responsible for decision-making in the organizations to evaluate objectives, needs and conditions that the agreement must contemplate, whether for products or services.
More than a question of price
For many, doing a good deal is getting the best price. But this is not always the case and there are other factors that may be even more important. In addition, sometimes the cheapest price usually has hidden costs who were not counted on.
Therefore, negotiations must go beyond seeking the best price and think about proposals that add value to the business.
one key strategy
Before starting a negotiation, it is essential to make an evaluation and a study of the situation, the market, the strategy and to have a holistic vision of the proposal that is required, both at the cost level, but above all, performance, efficiency and risk management.
Focus on negotiation
The most effective approach when approaching a negotiation has to go beyond one position or another. It is important that it is based on interests to meet the required needs. This will result in a better distribution of value and a stronger relationship in which the benefits they are mutual and the contract is balanced.
Rather than focus the negotiation on a product or service, it is essential to seek how to generate value.
This will also make it possible to differentiate, avoiding commercial models and basing contracts on the results derived from this value proposition.
Although this contribution of value is fundamental, in times of uncertainty like the present, pressure on costs and renovations are the order of the day. This makes it key to protect them and not incur hidden costs or fee increases without notice.
Technological needs and innovations evolve at an ever-increasing speed, so it is important to adapt to new requirements. At the current juncture, it is important to take an agile and forward-looking approach. Turning current challenges into opportunities is key.
initial image | kelly sikkema