© Contract Negotiation Corporation
A major Midwestern construction company wanted to complete a purchase transaction quickly and begin the implementation immediately. They were concerned about the length of time for a complex ERP negotiation.
An analysis of the vendor’s proposal was completed. Due to a special investment by the vendor in a vertical market, this client had received discounts and savings well beyond what would be classified as market optimized. However, the client was unaware that the vendor would consider particular business arrangements and contractual terms that would be more favorable. A negotiation strategy was devised that included cost recovery components built into the licensing model.
The amount of time to complete the deal was significantly reduced and the proposed solution secured more than $1,000,000 in incremental savings.
