Maintenance Negotiations Done Right

Be patient when entering into a negotiation, and be prepared to walk away if an agreement cannot be reached.

Arrive at the negotiation with an open mind and a willingness to ask for what you want.

Make sure the maintenance percentage applies to the negotiated rate of the software, not the retail rate.

Insist on a fixed rate for maintenance, or limit how much the fee can increase throughout the length of the contract.

Wait to negotiate until the end of the vendor’s quarter, when it is anxious to scoop up every dollar it can.