Category: Business Strategy

3 Strategies to Elevate Your Software Supplier Relationship

1/13/2022

Over the years, our TNG client family has requested more and more guidance related to managing and elevating their commercial supplier relationships. Within this article, you’ll find our top 3 proven strategies to transform IT supplier relationships from tactical to strategic.

Strategy #1 – Control the flow
When we say “control the flow”, we’re referring to conversation, meeting, and engagement flow. Let’s break it down a little further…

Why are Companies Hesitant to Engage Outside Consultants?

11/28/2021

0 Comments

Why is it that companies are sometimes resistant to engaging with a cost savings firm like The Negotiator Guru (TNG)?

Furthermore, why is it that a company refuses to engage with an advisory firm (like TNG) after they know there is a guaranteed ROI? Is there any rational reason for this or is it purely an emotional response?

We at TNG find ourselves asking these questions far too often…

0 Comments

Confidential Clients: Why We Do It

9/23/2020

For those of you wondering why we keep all of our clients confidential, our Founder and Senior Partner Dan Kelly provided a few key insights as part of a recent interview.

We hope you appreciate learning why this is such an important guiding principle for TNG…

Best Practices for IT Sourcing During Merger & Acquisition Initiatives

8/12/2020

When should planning for a merger or acquisition begin?

If your answer is Day 1 - the first day after you close the deal - you’re wrong and you’re behind by at least 6-12 months.

Planning & executing a marriage like this is not something that should be done alone nor should you wait till the contracts are signed to begin the process.

My 3 Guiding Principles for The Negotiator Guru

7/31/2020

Imagine you are a C-Suite executive and your business is built on a franchise model.

Each franchise branch is owned and managed by a different person but they all use the same ERP and the big corporate umbrella entity that you own pays for all the services.

The Difference Between Gartner & The Negotiator Guru

7/1/2020

Gartner, at its core, is a market intelligence firm. It uses a wide-angle lens to give you a big-picture view of market and industry trends. You can use their data as general negotiation guidance and add their toolkits to your own.

There is absolutely value in this broad-stroke model but it can be limiting when it comes to looking for data and resources that more specifically mirror the size and needs of your organization.

Quid Pro Quo: Salesforce & Salesforce Consulting Partners

5/16/2020

We commonly get asked the following questions in varying forms:

Is The Negotiator Guru (TNG) a Salesforce Partner? Are you on the AppExchange?
What are the differences between TNG and a Salesforce Partner?
Why can’t my Salesforce Partner advise me on the best possible rates/products for my Salesforce environment?

A 3-Step Process to Reduce Your IT Spend 25% Or More

4/28/2020

In the latest meeting with your company’s executives, the ultimate goal was the same as ever - increase revenue, decrease spend.

Do more, with less.

Your directive is to find a 10% cost savings in the next year and you are looking for some quick, streamlined ways to achieve that goal.

4 Key Steps to Successfully Prepare for a Salesforce Negotiation

2/27/2020

Here are a few quick steps to prepare for your Salesforce negotiation:

1. Assemble a best-in-class negotiation team

Including an expert negotiator in your team can help you acquire the most reasonable Salesforce subscription agreement. As discussed in previous articles, Salesforce is an expert at “divide and conquer” sales tactics.

Software Audits from Oracle, SAP, Microsoft, and Salesforce: What You Should Know

2/4/2020

Getting an audit notification from your software provider can be nerve-wracking, but after reading this you’ll realize this is less likely due to something you’ve done wrong and more likely a tactic to throw you off-course.

Featured Articles

We share insights to help companies reduce IT Spend.