Dancing with procurement

Some notes for reminding when you are dancing with your customer procurement department.

  1. This is pure negotiation, there is not IT or project logic at this point. There are conditions and a transaction in place.
  2. The customer IT lead that requested you the offer, is not the decision maker for a while. He will be asked by procurement to give other vendor alternatives, to make pressure before to send them the offer, but his/her voice is just listened sometimes.
  3. Your offers have expiration dates.
  4. Your offers contain Local Service Agreements and are aligned with the existing MSA.
  5. Your commercial lead is always in the loop of calls, e-mails…
  6. They have their rules, you have yours, follow them, do not accept what is not acceptable,

There are thousand of more things to remind, any suggestion?

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