IT Professional Services
Deal Strategy Assessment
Grade your IT Professional Services negotiation strategy against best-in-class deal data from over 4,000 IT services-related sales negotiations that ClearEdge has assisted in, involving the inspection and analysis of more than $10B in IT spend. Take the Services Deal Strategy Assessment to find out how prepared you are for deal success.
The Risk Hidden in IT Professional Services Deals
Why is it Important to Achieve a Favorable IT Professional Services Negotiation Position?
The demand for services has never been higher due to the rapid increase in spend on software platforms and solutions. With any software purchase
that is made, a systems integrator is typically needed for implementation, migration, or support of the licenses bought. As a result, companies run multiple services projects per year with 3rd-party vendors to cover their implementation or application support needs. To stay competitive in your engagements, you must understand and effectively execute best practices when negotiating a services agreement.
Although companies are executing more Statements of Work with Professional Service Providers than ever before, ClearEdge has observed many fail to properly set up their services spends for success. As a result, poor resource quality, slow on-boarding, and compounding fees negate any value of the increased “agility” or “speed” promised by the IT professional services provider. This IT Professional Services Deal Assessment will analyze your current IT Professional Services negotiation strategy and compare it against the best IT Professional Services deal practices aggregated across all ClearEdge client engagements to identify areas of improvement and risk mitigation for your organization.
The IT Professional Services Deal Strategy Assessment Grading Criteria
A Measure of Your Negotiation Position
IT Professional Services provider sales teams are masters at executing their intricate deal strategy, winning over customer stakeholders, constructing convoluted and complicated spending models, and growing their services footprint within a customer’s organization. These activities occur as the sales team actively works to eliminate any and all sources of negotiation leverage you may have.
To assist our clients in achieving best-in-class deal results and compete against any managed services sales team, ClearEdge developed a negotiation framework and methodology that walks organizations through the necessary steps, tasks, skills, and action items to maintain and preserve negotiation leverage with any managed services provider. Our buying methodology was created by analyzing deal trends across all client engagements, providing the necessary data, insights, and knowledge to properly define the best practices when it comes to executing a successful managed services deal.
Our Best Practices Model for IT Professional Services highlights the necessary activities organizations need to complete during the five main stages of the deal cycle in order to achieve a successful outcome:
The IT Professional Services Deal Strategy Report
After you take the assessment, you will receive:
Deal Strategy Summary and Overall Leverage Score
ClearEdge will create an executive summary that details the overall IT Professional Services supplier relationship with your organization, the observations made from your assessment results, and your overall grade on how prepared your organization is to start negotiations and drive best-in-class results. This section will provide a high-level overview and visualization of how well your organization is currently performing in each of the nine areas highlighted in ClearEdge’s Leverage Management Maturity Model Framework.
IT Professional Services Deal Strategy Scorecard
To provide context of the results and feedback highlighted in the Executive Summary section of this report, ClearEdge will provide a detailed score breakdown for each of the nine categories in the Leverage Management Maturity Model Framework. Each category will be accompanied by a specific grade for your organization and comments made by ClearEdge subject matter experts justifying the score assigned.
Areas of Improvement and Recommendations
ClearEdge will detail the major areas of improvement that your organization needs to address with recommended actions that can be taken to mitigate the risks currently presented in your IT Professional Services deal negotiation. In addition to recommended actions that your business can take to ensure deal success, ClearEdge will also provide related service offerings that can augment your team during the negotiation process.
Grade Your IT Professional Services Deal Now
If you are interested in receiving the custom IT Professional Services Deal Strategy Assessment Report that will provide recommended solutions given the context of your deal scenario, feel free to contact us to set up a meeting to discuss your most pressing IT Professional Services deal or take our online leverage assessment survey now and we will follow up with more information.
Take the Assessment Now to Gain Access to the Report
TAKE THE DEAL
STRATEGY ASSESSMENT NOW.
Grade your IT Professional Services negotiation strategy against best-in-class deal data from over 4,000 it labor-related sales negotiations that ClearEdge has assisted in, involving the inspection and analysis of more than $10B in IT spend.
WANT TO GRADE YOUR DEAL?
If you’d like to receive a personalized report and more in-depth insights on how your deal-making activities compare to others’, click the link below to schedule a meeting with us.