James Gorman, executive VP, Merrill Lynch’s Global Private Client Group Think about negotiations as a way to learn more about your company’s needs and your partner’s capabilities. Make it very clear to your partner that negotiations are not the crux of the relationship; they’re just the first step in the formation of a long-term arrangement. Ensure that the partnership is not too one-sided, that each partner has as much at stake as the other. Byron Vielehr, cohead and CTO, Merrill Lynch’s Global Private Client Group Get executive sponsorship from the business. Take a pragmatic view of the contract you strike. Under- stand that you can’t cover all the situations you’re going to face. Make sure you get the organization behind the project. You don’t want people poisoning the well from within. Acknowledge problems and successes as they happen. Related content feature 5 CxOs on leading change To be the agents of change that businesses require today, IT leaders must embrace a flexible mindset, prep their orgs for change, and recognize that intention and purpose are vital to empowering transformation. By Dan Roberts Jun 01, 2023 13 mins Digital Transformation Change Management IT Leadership feature Top 8 data engineer and data architect certifications Data engineers and data architects are in high demand. Here are the certifications that will give your career an edge. By Thor Olavsrud Jun 01, 2023 9 mins Certifications Big Data Data Mining events promotion Australia's CIO50 Team of the Year Awards finalists revealed Along with the unveiling of the annual CIO50 List and the team category winners, the 2023 CIO50 Awards will also recognise the inaugural Next CIO winner and a new Hall of Fame recipient. By Cathy O'Sullivan May 31, 2023 3 mins IDG Events brandpost API security: key to interoperability or key to an organization? Understanding the risks of using APIs and how to prepare to address those risks. By Keith Zelinski, Managing Director, Technology Consulting May 31, 2023 6 mins Digital Transformation Podcasts Videos Resources Events SUBSCRIBE TO OUR NEWSLETTER From our editors straight to your inbox Get started by entering your email address below. Please enter a valid email address Subscribe