Unless a small enterprise believes and acts as if they are on, or at least moving towards, a strong growth path, vendors will likely retain the upper hand in the negotiation process. From the vendor perspective, there is negotiation room for those companies that display a potential growth opportunity.
This research note addresses the following areas:
- Some of the negotiation points that large companies utilize.
- How to negotiate as if the small enterprise is in, or will soon enter, a growth phase.
- How to negotiate discounts based on the most attractive and achievable discount tier.
- How to obtain gratis, or almost gratis, services such as maintenance and support.
- The importance of developing a business relationship with vendor executives.
- A brief case study on how Company X negotiated with its telecom vendor.
In addition, even when pricing concessions are not obtained, many vendors still provide other valuable services at no charge.
