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Global Vendor Negotiation Strategies
TechnologyEvaluation.Com has defined 6 global negotiation categories and macro questions that should be reviewed in preparation for any major technology

negotiation seminar  Vendor Negotiation Strategies Introduction Negotiating a software and services license is a multi-faceted endeavor in which many aspects of the vendors' strengths and challenges should be leveraged to the purchasers' advantage. In order to maximize the value and time spent negotiating information technology contracts, a project negotiator should never walk into a vendor negotiation without a clear plan and a prioritized set of goals. With that in mind, TechnologyEvaluation.COM has developed a two Read More

Discrete Manufacturing (ERP)
The simplified definition of enterprise resource planning (ERP) software is a set of applications that automate finance and human resources departments and help manufacturers handle jobs such as or...
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Documents related to » negotiation seminar


Negotiating the Best Software Deal
TechnologyEvaluation.COM analysts have separated the software negotiation process into three discrete categories. All three are critical individually, yet

negotiation seminar  the most basic software negotiation tip is to treat the process as a combined system rather than a discrete set of individual point negotiations. In other words, do not walk into the negotiation without a plan. Rather, the lead negotiator must have a definitive structure in mind that encompasses all three components of a software negotiation - product pricing, product maintenance and vendor service and support. All negotiations should be conducted from two different but related perspectives - an absolute Read More
How One Vendor Parlays Price Variation into Profit Improvement Opportunities
Rather than sticking to such outdated and speculative pricing practices as

negotiation seminar  heavily influenced by the negotiation process, unlike the take it or leave it pricing common in B2C industries. The term negotiated prices here refers to variable price outcomes that result from discretionary decisions made by salespeople on discounts and other financial terms. Many of these companies have tenured salespeople who negotiate based more on habit and relationships than on verified market information and customer value. The good news here though, is that with better information and Read More
The ASP Decision
The ASP model is the latest in a long line of silver bullets that are supposed to simplify the delivery of technology’s benefits to the business world. This

negotiation seminar  large Midwest healthcare, the negotiation of a multi-year hardware break/fix contract for a large Northeast insurance company, and the development of an application development services agreement for a Northeast financial services company. Previously, Mr. Hennigan spent over ten years in senior management positions in the Information Technology Department of the Liberty Mutual Group, a Fortune 100 financial services company. Mr. Hennigan holds a BS in Civil Engineering - Magna Cum Laude and an MBA from Sy Read More
Case Study: SDMO Industries
SDMO Industries, a global manufacturer of power generators, sells its broad product line through a variety of sales channels. Communicating accurate product

negotiation seminar  Study: SDMO Industries Case Study: SDMO Industries If you receive errors when attempting to view this white paper, please install the latest version of Adobe Reader.   SDMO Industries is one of the world's leading manufacturers of power generating units. The company supplies its customers with a large range of products including portable generators, diesel powered generators and electric generating sets. Source : Access Commerce Resources Related to SDMO Industries process: Lead Management Read More
WAC Consulting, Inc.
WAC Consulting has since 1987 helped companies to increase profitability by streamlining business processes, and implementing customized accounting

negotiation seminar  Consulting, Inc. WAC Consulting has since 1987 helped companies to increase profitability by streamlining business processes, and implementing customized accounting, manufacturing and supply chain systems. We work with you to analyze your current processes, understand the way you do business, learn where you want to drive your business, and match your needs with appropriate tools. We offer highly experienced staff ready to identify off-the-shelf solutions, customize existing software, or design an end-t Read More
Emptoris
The Emptoris acquisition of Zeborg is both a wise offensive and defensive move since it combines the resources of two companies that should focus on arguably

negotiation seminar  of different types of negotiation processes, including sealed bids, reverse auctions, and supplier qualification. The module also provides the capability to create RFP templates, so that users can address certain industry-specific requirements through structured data elements, which can be reused in any other template within the suite through the above-mentioned Smart Data feature. For example, if one wants to create an RFP template for the mining business, he/she can structure it so that suppliers must Read More
Your Guide to Enterprise Software Selection: Part Two
Enterprise software selection is a risky undertaking. Even after you’ve determined your requirements, the crucial software assessment and negotiation phases are

negotiation seminar  vendors in the final negotiation and selection stages is three. Vendor RFI responses can be imported into TEC's decision support tools and evaluated against each other to create a shortlist of two or three vendors that best match the prioritized requirements. This evaluation can be done at any level within the RFI; priorities can be adjusted and what-if scenarios can be run and re-evaluated as many times as deemed necessary. The end result is achieved quickly and accurately using TEC's weighted average Read More
Applications Giants Bolster Their Pricing Management Capabilities
Previously price management was an overlooked area by vendors because they lacked the native capabilities to meet this need. However, through partnerships and

negotiation seminar  there will be interactive negotiation capabilities to recommend, negotiate, and evaluate prices and terms on sales agreements. Sold under the name SAP Price and Margin Management (SAP PMM) by Vendavo, the solution is generally available. SAP is initially targeting the chemicals, high tech, and oil and gas industries, but it anticipates addressing a much broader set of industries in future release cycles. Vendavo and SAP's strong partnership is supported by a growing number of Fortune 500 customers that Read More
International ERP Software Seminar in Hannover, March 1st, 2011
Join ABAS on March 1st 2011 at the CeBIT Convention Center in Hannover, Germany and meet executives from midsize companies who have successfully implemented

negotiation seminar  ERP Software Seminar in Hannover, March 1st, 2011 International ERP Software Seminar in Hannover, March 1st, 2011 Are you in the process of selecting an ERP system for multiple locations and countries? Download the ABAS seminar program Join ABAS on March 1st 2011 at the CeBIT Convention Center in Hannover, Germany and meet executives from midsize companies who have successfully implemented abas ERP in multiple countries—within budget—and have realized significant benefit for their Read More
Content Is King-Applying Intelligence to Unstructured Data
On March 23, I have the opportunity to lead a seminar at the info360 conference in Washington, D.C., on the use of business intelligence (BI) applications and

negotiation seminar  Is King-Applying Intelligence to Unstructured Data On March 23, I have the opportunity to lead a seminar at the info360 conference in Washington, D.C., on the use of business intelligence (BI) applications and technologies to analyze unstructured data. In preparing for this seminar, I came across an article written by Bill Gates back in 1996 entitled “ Content is King .” And although the theme of that article is different from the approach of this post, both highlight the importance of various t Read More
The Rise of Price Management
New analytical software tools have recently emerged to combine and condense a wealth of information that should give the salesperson a more definitive

negotiation seminar  workflow management) supporting deal negotiation and contract compliance. Another related term on the execution side is price visibility: once users set a better price and understand how it performs, they want to put this into action and enforce it in the downstream components of the value chain. This execution and enforcement aspect of pricing has been particularly embraced by chemical producers. Price optimization is the process through which the best prices are determined, based on multiple Read More
Mid-size Companies Have Full-size IT Issues
Information technology product selection is one issue that does not scale up or down with the size of the enterprise. The breadth and seriousness of issues that

negotiation seminar  payment, Enable more aggressive negotiation of pricing for commodity goods, Increase ability to propagate data to diverse systems from a single point of capture. If this were the complete list of capabilities that are valuable, they represent all of the opportunities for increased business value and therefore provide the basis for computing the Return side of the Return on Investment Calculation. By documenting the way that these capabilities reduce cost or increase competitive advantage, business Read More
The Web-Enabled Sales Process
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed buyers delay sales contact and

negotiation seminar  keep them honest through negotiation. But truth be known, there is a third alternative, a no-decision. A delay or no-decision is the typical outcome when the project team submits a weak business case to management. By offering expert help with the use of the project enablers transferred in the Research stage, the sales team can earn the opportunity to collaborate on the internal business case. Authorization . This is an internal sales activity where the project team has to sell its business case to a Read More
Want to Know How to Survive in a Down Economy? Then Look in Your Warehouse!
When I speak with distribution executives nowadays, they all say the same thing: “We are struggling to keep our heads above water because of the economy

negotiation seminar   Read More

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