© Contract Negotiation Corporation
Enterprise Desktop Software Renewal and True-Up
A major Midwestern healthcare provider was in the final year of its agreement and had significant growth resulting in a very large true-up. The vendor presented a best and final offer but the pricing seemed too high.
A customized business assessment was completed that demonstrated a value gap between the vendor proposal and the client’s use of the products and services. A detailed counter-proposal was presented to the vendor and CNC completed face to face negotiations, achieving targeted reductions.
The price was lowered by nearly $700,000 and the future cost of adding licenses was reduced. The client secured a better agreement as well as an improved vendor relationship.
