Service Contracts – What is the Right Price?

Author(s):

Terrill, C.P.M., A. Clark
A. Clark Terrill, C.P.M., Manager Procurement and Contract Services, The J. Paul Getty Trust, 310/440-6320, cterrill@getty.edu

93rd Annual International Conference Proceedings - 2008 - St. Louis, MO

Abstract

Procurement of services it is not the same as goods. Service providers quote by billable hour rate, flat rate or other rates. But, what is the right price? This session will introduce a price analysis methodology and a strategic negotiation strategy on how to negotiate "inside the price rate."