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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 workshops  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 workshops


Are PLM and Global Sourcing Related? Duh, And How! (Part II)
Part I of this blog post analyzed the white paper entitled

negotiation workshops  quote-and-go approach (with contract negotiation), and revealing and eliminating the hidden costs of going offshore. Outsourcing or transferring production offshore is not for everyone, especially in light of the over $4 per gallon gas prices of today . Therefore, the total cost of ownership (TCO) model should encapsulate not only the list price OEMs pay for the product, but also: the transportation strategy (air versus ocean) that they will employ based on their product lead time and demand profile in Read More...
The Role of Sales Training Requirements Definition and Requests for Proposals in the Success of Technology Companies
The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements definition. When used as a

negotiation workshops  Requirements Document as a Negotiation Tool In addition to clarifying your training goals and methods of achievement in measurable terms, the requirements document or RFP becomes a key negotiating tool with your vendors. Training is a relatively high-margin business, especially with non-customized, generic programs. Use the requirements document to hone in on how the ESP will deliver a customized program (if required), post-training follow up, reinforcement, and facilitation, as well as how much it will Read More...
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 workshops  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...
SOA as a Foundation for Applications and Infrastructure
SOA promises interoperability in the heterogeneous business world by promoting loosely-coupled architecture, reusing software, and ending vendor-dependency

negotiation workshops  as a Foundation for Applications and Infrastructure SOA as a Foundation While both service oriented architecture (SOA) and traditional enterprise application integration (EAI) cover integration and horizontal application services, SOA goes much further by catering to vertical (business specific) services and presentation services. The latter would become the foundation for a universal desktop for all the Web-based applications of an enterprise, thereby providing a common look-and-feel and language tra Read More...
As the Economy Rebounds, Will Your Organization Be Ready for New and Increasing Demand? A Summary of the 2009 APICS Conference
Companies can get the latest on supply chain management trends—from inventory management, forecasting, and sales and operations planning—at the annual APICS

negotiation workshops  APICS conference and expo,APICS conference 2009,2009 APICS conference,association for operatiosn management,supply chain management,operations management,operations planning,sales and operations planning,S&OP,sales planning,demand planning,demand management,inventory planning,inventory management,global supply chain Read More...
Future Trends in Wholesale Distribution—Part 3: Emergent and Emerging Technologies
This last post of the series on the panel discussion at the recent TEC Vendor Challenge gives an overview of several key emergent and emerging technologies that

negotiation workshops  Trends in Wholesale Distribution—Part 3: Emergent and Emerging Technologies The recent  TEC   Vendor Challenge  featured days worth of vendor demonstrations from Epicor , IBS , Infor , Microsoft , NetSuite , SAP , and  VAI , as well as interesting workshops on best practices for software assessment and successful implementation. The Vendor Challenge also saw a dynamic panel discussion on future trends in wholesale distribution between myself, Jonathan Gross, vice president (VP) and general Read More...
CallidusCloud Connections C3—Focusing on Sales and Marketing to “Lead to Money”
This year’s CallidusCloud Connections C3 conference in Las Vegas furthered CallidusCloud’s efforts to push the market awareness of its Lead to Money suite

negotiation workshops  the customer in the negotiation process, with customers being educated by marketing materials rather than being tricked in buying through targeted marketing approaches from sellers. While giving customers more leverage may seem scary for salespeople, this ensures that the right customer will end up buying a company’s product, increasing the chances of contract renewal and satisfaction. That said, software alone will never suffice. A company’s approach and vision are also important when it comes to 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 workshops  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...
Chatting with TradeStone Software @ NRF BIG Retail Shows - Part 1
Some signs of a modest economic recovery and cautious optimism are shyly popping out, although they might be only be crumbs of comfort for many unemployed

negotiation workshops  visibility into the supplier negotiation process. The MLM Approach At NRF 2009, TradeStone’s CEO and founder Sue Welch then discussed how the infusion of private label and  global sourcing  initiatives into any retail organization requires the following: Quality, regulations, and certifications must be embedded in the design process. The on-boarding of vendors must be transparent and immediate. Retailers must define and control design, production management, and auditing/testing at a greater level of Read More...
Generating Revenue from Service
A CRM solution, to be successful, has to support cross-business processes and a number of operations within the business, from Marketing to Service, including

negotiation workshops  and create options for negotiation. The Service group : to assess Service levels delivered and the Customer Satisfaction performance currently, and historically, delivered. If it appears that the renewal will become competitive and the client is no longer acting as a retained client then the Sales group will be invited to assess the competitive nature of the bid and help win the sale, on the grounds that their expertise and their desire to earn commission will defeat the competition. Scenario 2 New Busine Read More...
Business-to-business Price Segmentation-Outlined and Explained
The central premise of price segmentation, especially in business-to-business environments, is that pricing should be consistent for similar deals. The process

negotiation workshops  about enhancing quote and negotiation decisions, and enforcing policies across sales channels to meet revenue and margin targets by helping sales people reach target prices on every deal. Simply knowing the optimal price and margin targets does not guarantee they will be achieved in the market. With limited information, manual processes, and wide discretion, typical price execution activities can leak significant margin through excessive discounting, poor control, and administrative errors. In contrast, Read More...
Know Thy Market Segment's Price Response
Since no variable can influence margins as much as pricing, almost all companies need to approach the management of selling prices, discretionary discounts, and

negotiation workshops  for price optimization and negotiation guidance. The one-size-fits-all list price, coupled with the let the sales guy negotiate the best deal he can get pricing method, and further helped by a mega Microsoft Excel spreadsheet full of unexplainable exceptions and variations, is slowly being replaced by this data-driven approach. Also, given the growing awareness that a single item can have different prices for different customers and segments, a solid price management solution must take each Read More...
80 Million Ways to be Agile
On July 26, 2000, Agilera, an application service provider (ASP), announced the signing of a definitive agreement for $80 million in its second equity financing

negotiation workshops  data center represents a negotiation point worth exploiting. BEGINLYX� Read More...
Bye-bye Beta
I am pleased to announce that Technology Evaluation Centers’ (TEC’s) online software evaluation and selection system, TEC Advisor, has exited the beta phase and

negotiation workshops  decision makers at the negotiation table with the vendor. If you’re intimidated by TEC Advisor, don’t be. You don’t need to be an expert on enterprise software to use the application—in fact, we’ve specifically made the interface and step-by-step process intuitive and user friendly so you can make fast and accurate enterprise software comparisons. But don’t take my word for it. I invite you to try TEC Advisor now to see for yourself. New Features For our regular users, you may be interested Read More...

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