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Maintaining Incumbency Requires Work — and a Plan

You already know this: Incumbency provides a huge advantage versus competitors during renewal time.

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Winning Deals and Improving Margins

How do you stack up against your competitors in the IT Services market? What do clients truly care ...

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Mind the Gap

Want an edge over your competitors?

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Curiosity Can Make You A Better Negotiator: Four Ways to Cultivate It

Originally published by Forbes Business Council.

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Three Ways to Deal with Pressure During High-Stakes Negotiations

Originally published by Forbes Business Council.

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Change Is the Only Constant

British statesman and former Prime Minister Harold Wilson once famously said amidst the social and ...

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How to Negotiate Professional Fees

Originally published by Forbes Business Council.

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Old Habits Die Hard

Is price always king?

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Go Fast or Go Home

“We know which providers move faster or slower. It doesn’t really show up on any formal selection ...

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Negotiate Like There IS a Tomorrow

Originally published by Forbes Business Council.

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Watch Your Blind Spots

If you ask any professional services provider team about the criticality of stakeholder alignment ...

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How to Manage Your Negotiators: Critical Do's and Don'ts

Originally published by Forbes Business Council.

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