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Building IT Relationships
By Greg Hall, Len Riley, Adam Mansfield, Jeff Lazarto, John Belden
Opinions expressed by ICN authors are their own.
Feeling handcuffed by your current IT vendor? Here’s how to increase your renegotiation leverage
With the average size of renegotiated contracts ranging from $20-40 million and renegotiation frequency increasing, customer negotiating teams can no longer hand the perceived switching cost advantage over to the vendors.
Digital transformation – don’t leave talent development crumbs on the table
When it comes to digital transformation, if you don’t recognize next generation talent development opportunities at the very beginning, the overall benefits derived from the program will be much less.
What cloud vendors really want from their customers
Knowing what matters most to your current cloud vendors, those you are considering and those you ultimately add to your portfolio of cloud products and solutions in the future, will help you assess what leverage you have when it comes...
Proven levers to reduce hardware and software maintenance
7 short-term actions you can take now to produce meaningful in-year reductions to your budget.
System integrator risk mitigation processes often have the opposite effect
Relying on your SI to tell you how to mitigate risks is a flawed strategy that often does not have a happy ending.
Fear of premature escalation (FPE): Diagnose and treat this silent ERP program killer
Recognizing the early warning signs and taking appropriate action can reduce the overall impact of this affliction, which can be deadly for an ERP project.
Don’t become a digital transformation horror story: Implement solid risk management
The only way to eliminate risk entirely is to do nothing at all, which of course brings its own risks to the business.
Sole sourcing negotiations: SI tactics and CIO countermeasures
How CIO’s can ensure they maintain control of their sole source negotiations.
How to amplify the value of your system integrator
A few ways to increase the value of your SI. If only these engagements came with a user manual…
5 dirty little secrets of your system integrator
Ever wonder why companies still go over budget? Here are a few of the ways consultants pass that risk onto their customers.
Exploring the ‘unknown unknowns’ in IT-enabled digital transformation estimates
Recognizing and acknowledging your own blind-spots can be tough to swallow, but wouldn’t you rather understand your blind-spots before you start your journey rather than when you reach the precipice of a failure?
When is it time to say goodbye to Accenture, Deloitte, IBM or KPMG?
You have probably invested a great deal of time and effort selecting your SI and more than likely written them a few sizable checks. So how do you end the relationship once it's clearly become one-sided?
How to negotiate the right deal with Microsoft
Tips for companies undergoing digital transformation looking to adopt or renew one of Microsoft’s key offerings.
SAP and Oracle audits – US constitutional principles do not apply
While businesses are not required to have separate committees to draft, enforce and adjudicate company policy, we expect some form of these principles to apply, even in the private sector.
IT outsourcing agreements: 3 details many negotiations forget
Whether you are establishing an outsourcing relationship for the first time, preparing for a sourcing event, or getting ready for a painful renewal discussion with your incumbent service provider, there is no circumstance where an...
Don’t let your IT-enabled transformation program go ‘Into Thin Air’
While reading “Into Thin Air”, I started drawing some parallels between climbing Mount Everest and deploying a major ERP system. The software you buy is the path that you choose to climb the mountain, and the System Integrator (SI) is...
6 ways to train your internal team to maximize the value of consultants
Companies today typically staff major programs with internal talent who spend a majority of their time engaged in the day-to-day operations of the company. Their participation in projects is typically infrequent and usually part-time....
7 negotiation tactics that are futile in cloud renewals
The most common negotiation tactics often don’t work if used during cloud renewals.
Common (and avoidable) divestiture headaches
Nearly 9 out of 10 companies plan to divest assets in the next two years, but effectively executing a divestiture from an IT perspective can be a complex and challenging process. These are a few of the common software headaches...
5 mistakes to avoid when developing a SOW with Accenture, Deloitte, and IBM
Here are five of more than 30 risk points to address in the construction of an MSOW. You should consider all program risk points prior to signing off, rather than waiting until after the signing of the MSOW to conduct the first risk...
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