Your buyers negotiate for a living, or they’ve been trained by every seller who folded before you. You improvise. That gap has a...

Imagine you’ve done everything right. Six weeks of negotiation. You won the uplift cap, the reduction rights, the data export terms, a limited...

Applying renewal tactics to a new purchase, or new-purchase optimism to an audit, is how buyers lose money while working hard. There are...

Every software salesperson you meet has been trained. Four to six weeks a year, paid, professional. A meaningful part of it is specifically...

There’s a term in a large share of software agreements that costs organisations six figures, appears on the first page of the order...

An RFP is not a document for comparing suppliers. It’s the instrument that sets the terms on which you’ll later negotiate, and most...

Most buyers leave vendor meetings holding a proposal and no information. They got the pitch, the slides and a price. They learned nothing...

There’s a phase of every software negotiation that buyers skip, because it doesn’t feel like negotiating. It’s the phase that decides the outcome....

Ask yourself an uncomfortable question before your next vendor meeting. Do you know how the person opposite you gets paid? Not roughly. Specifically....

A technology sourcing professional carries twelve to eighteen open projects at any moment and closes forty to sixty deals a year across dozens...