Is There Another Way to Negotiate Service Contracts?

Author(s):

Clark Terrill, C.P.M.

95th Annual International Conference Proceedings - 2010 - San Diego, CA
Abstract

Procurement of services can be somewhat different than goods. Service providers quote a billable hour rate, flat rate or some other rate. How can we better negotiate these? This session will introduce a price analysis methodology and then a strategic negotiation strategy to more effectively negotiate service contracts.

Is There Another Way to Negotiate Service Contracts? — 80 KB (PDF)