- Business as Usual Model
- Utilization Report
- Supplier Situation
- Pricing Gap
To improve your pricing position, you need a clear understanding of the financial value of IT solutions for you and your supplier and how the solutions would be priced in a competitive scenario.
- Compelling Event
- Funding Source
- Stakeholder Priorities
- Relationships
Value-based pricing systems require information about key deal drivers for both buyer and seller. Buyers need to identify the critical information surrounding their spending.
- Switching Costs
- SWOT Analysis
- Current Leverage
- Dependency
Before engaging suppliers, you need a comprehensive understanding of both sides' leverage and a plan to improve upon your own leverage and prevent suppliers from taking advantage of dependency.
- Decision Criteria
- Information Flow
- Message Alignment
- Plan Bs
Uncertainty is buyer's currency to lower pricing. You need a plan to build alternatives and sustain uncertainty to take suppliers out of their comfort zone and make them compete for business.
- Timeline
- Game Plan
- Resource Alignment
- First Move
The pathway to your best deal today and long-term value is to develop the right buying strategies, use time wisely and execute the game plan with confidence - before investing.
