When structuring IT transactions, CIOs and vendors frequently focus more on the positive aspects of the relationship-those areas that will help both parties achieve their business objectives-and less on what would happen if the relationship fails to meet those objectives. At the beginning of a relationship, scenarios such as the supplier going out of business or failing to perform, or your company deciding to change direction, seem so unlikely that many organizations fail to plan for them. However, economic volatility coupled with recent high-profile cases are forcing CIOs and vendors to focus more on protecting themselves through their contracts.
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