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 theflow When we say “control the flow”, we’re referring to conversation, meeting, and engagement flow. Let’s break it down a little further…
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…
We’ve found that the average savings potential for a company switching from a Salesforce Enterprise License Agreement (SELA) to a standard Salesforce Subscription Agreement is 41.3%.
Yet many large enterprises still honor their SELA agreements simply “because we’ve always had one.” Subsequently, these companies have a difficult time benchmarking the value they’re extracting from a SELA vs any other contracting method.