Client Name/Size/Sector:  

• Company Name Confidential 
• $15+ Billion Annual Revenue 

• 5K+ Employees 
• Financial Services 

 
Supplier:  

• Salesforce

 
Engagement Type:  

• Client engaged “The Negotiator Guru” (firm) to deliver IT Strategic Sourcing Advisory Services to a specific business unit.  

Problem:  

• While the client had a centralized procurement department (good thing), there was very little support from the IT department. In other words, the IT department operated independently and did not trust the client’s procurement department.  
• The client did not have a centralized spend visibility tool  

• Note: The client had SAP as their primary ERP system but was not able to accurately identify spend across regions as a result of poor reporting from the tool.  

• The client’s IT spend is broken between global and regional budgets depending on the application.  

 
Activities: 

• Identified current state contracts across the globe 
• Identified both influencing and decision-making stakeholders within IT and the Business Units that utilized similar software packages.  
• Coordinated global business units and stakeholder meetings to discuss opportunity, gather feedback, and drive results. 
• Utilized proprietary tools, templates, and techniques to assign global roles & responsibilities, action items, and negotiation tactics in the interest of speaking from one voice.  

Results:  

• Client Savings: $13 Million  

• Negotiated the agreement down from $25 Million to $12 Million for a 3-year contract. 

• Even though the firm was retained to focus only on a specific business unit, we identified cost savings opportunities that benefited multiple business units across the organization.  ​

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