The quarterly publication of the International Legal Technology Association
Issue link: https://epubs.iltanet.org/i/27607
margin. You don’t know whether your sales representative made his monthly quota. You don’t know if the vendor is planning a merger or acquisition in the months following your contract date. This aspect is where the art of negotiation comes into play. You’ve heard tales about a colleague or peer who could send a sales representative to his knees begging for mercy. These individuals understood the value and power of preparing for the unknown. You may not know the rep’s quota, but by keeping an eye on his body language, and actively listening, you can deduce where he stands. He might need this last order to make his monthly quota, or your order could be a windfall for him — he can afford to trim the fat a little more. Certain services or products he has offered in the past may not be available. If he is not offering new implementations, could it be because his company is being acquired by an organization that offers a competitive solution? Knowing as much as you can beforehand, and being attentive to your rep in the meeting, will give you more leverage for negotiating a better price or walking away from a bad deal. Make the Best Deal The best deal is the one where everyone walks away happy. Our main goal was to get the services required by your firm at the best possible price, and I believe we accomplished that. Keep in mind that “price” is not always a monetary unit; it also includes the support and expertise of the vendor. Negotiate a deal with a win-win approach through research and preparation, and base your negotiations on compromise and professional respect. Most importantly, have fun with the process. While our contract negotiations could have been stressful and frustrating, we brought some good humor and a calm demeanor to the table, which helped strengthen the professional bond with our representative. Successful contract negotiations can be a huge factor on your telecom budget and future progression. Plan your strategy, prepare yourself with information and always remember…everything is negotiable! ILTA GW ONLINE WITH SHORT-TERM RESIDENCIES IN ALEXANDRIA, VA Master of Professional Studies & Graduate Certificate in Law Firm Management Invest in the Future with a graduate degree created by a partnership of The Hildebrandt Institute and the GW College of Professional Studies. Meet a growing need in legal management for highly skilled and adaptable leadership professionals. Develop Strategic Leadership and Management Skills. Gain business and legal knowledge from a faculty of legal consultants and professors of management. Expand Career Options in a program format designed for working professionals in the legal field. More Information Rsvp Today! 1.800.JOIN.GWU nearyou.gwu.edu/lawfirm Andrew Collier is a 20 year veteran in the information technology industry. As Chief Information Officer at Ice Miller, Drew leads the IT staff in strategic technology initiatives to improve the productivity of the firm. His focus on improving customer service and ensuring a consistent positive experience for end users lends to his roles as an advocate for marketing technology as a service to both the firm and the client. He can be reached at acollier@icemiller.com. www.gwu.edu/gradapply THE GEORGE WASHINGTON UNIVERSITY IS AN EQUAL OPPORTUNITY/ AFFIRMATIVE ACTION INSTITUTION CERTIFIED TO OPERATE IN VA BY SCHEV. 36069 54 www.iltanet.org Peer to Peer