Stories by Duncan Jones

How to transform strategic supplier relationships

Forrester's conversations with clients and surveys with sourcing and vendor management professionals reveal widespread dissatisfaction with your most important vendors -- the ones you call "strategic" and/or "partner."

Written by Duncan Jones16 Feb. 12 03:45

How to achieve better results from your Oracle negotiation

From its organisational complexity, to the challenge of finding good negotiation leverage, this growing technology giant can be one of the most challenging to work with. A recent survey of 20 different Oracle customer organisations within Forrester's Sourcing and Vendor Management (SVM) Leadership Council found that across the board, the primary point of contention was Oracle's lack of flexibility on price model evolution, volume/scope changes, and overall business transparency (such as pricing). Council members also expressed that from their perspective, Oracle constantly tries to upsell and increase their costs.

Written by Duncan Jones07 July 11 08:04

How IT Sourcing Group Can Win Influence with Business

How do you secure a good deal with a large software vendor when you only have four weeks to raise the purchase order (PO)? The answer: By not letting your colleagues put you in that position. IT sourcing can only do its job effectively if it is involved much earlier in the selection process. However, many sourcing executives are struggling to properly negotiate contracts with little notice or support from the ultimate contract owners.

Written by Duncan Jones26 June 10 03:45