© Contract Negotiation Corporation
NAFTA Compliance Software and Services Purchase
A world leader in office furniture workspaces was looking to purchase and implement a new global trade management software system. Because of budget constraints they were leaning toward a lower cost two-vendor solution requiring interfaces rather than the exorbitantly priced best-in-class compliance software.
After completing a comprehensive analysis of their business requirements, a strong case was made for investing in the complete, integrated system. A strategy based on benchmarking and other factors was devised that involved direct and coached negotiations.
Significant reductions were achieved in the acquisition and ongoing subscription costs of the fully integrated suite of software, bringing the desired solution within budget. The vendor benefited as well, gaining the entire project instead of one-half of a two-vendor implementation. A stronger partnership was forged since the client could expect better customer service from the vendor’s increase in incremental business and potential expansion opportunities.
