Service Contracts - Inside the Price Rate

Author(s):

Terrill, C.P.M., Clark

94th Annual International Conference Proceedings - 2009 - Charlotte, NC
Abstract

Procurement of services is not the same as procuring goods. Service providers quote by billable hourly rate, flat rate or other rates. So how can we best negotiate? This session introduces a price analysis methodology and a strategic negotiation strategy on how to negotiate "inside the price rate."

Service Contracts - Inside the Price Rate — 96 KB (PDF)