What an experience! Most of us negotiate constantly with our families, our colleagues, our suppliers and our customers. But how different it is, when peoples lives and liberties are at stake. And as Terry’s story played out – his own.
In many organisations, Procurement take the lead in negotiating contracts. Sometimes in their effort to reduce the price/cost down to the absolute minimum they often sacrifice the very reason why IT chose a particular supplier.
One of the talents that doesn’t fall naturally to IT people, that of ‘selling a solution’ to the business. Like a great meat pie, it contains lots of good and worthy content. The issues are understood, the solutions are solid and they are immensely ‘doable’. But…and there is a but, depending on the audience, this great strategy may not have the impact that the CIO wants it to have.