To suggest that telecom carriers lack a reputation for altruism is a pretty non-controversial opinion. There is no harm of course in any business pursuing a healthy profit and telecom companies should not be scorned for the ultimate pursuit of capitalism. However, the concern that most mid-sized firms (500-5000 employees) face is not what the carrier reveals during contract discussions but rather what they don’t say and what you wish they did in the spirit of long term partnerships vs. short term financial gymnastics.
Inevitably, even while negotiating the most comprehensive, well laid out contract, there will likely be things left unsaid by your vendors that you really wish they would say. We’re referring to how telecom carriers conveniently lack that extra consultative instinct to to position your organization for the least risky, and most cost-effective solution for the long term.
Here a few things telecom carriers should tell you , but rarely do in the interests of trying to get the best deal for them vs. just you:
- Risk Mitigation Clauses offered proactively vs. reactively.
Every business knows that the only certainty is change. As such most carriers have standard language that allows for multiple unforeseeable business changes such as business downturn, technology migrations, etc. Wouldn't it be nice if they were offered vs. bargained for?
- Market-leading pricing for like-sized firms the first time vs. the 5th time.
There is nothing more frustrating than buying a new car. Every ‘deal’ often has a different price even though the buyers are all the same. Don’t you wish your Carrier treated you the exact same as the last best deal they gave a similarly sized firm?
- Don’t forget about the implementation costs-by the way, let’s see how we can work with you on that.
So you've negotiated a pretty decent contract with impressive terms, then you get hit with implementation costs and realize that you may have to dedicate a full-time employee to manage the implementation. Some carriers include implementation costs within the service package while others can leave you hanging or even charge for it. Wouldn't it be nice for your vendor to have a solid calculation of all of the hard and soft costs and a cost-effective implementation solution and offer you the transition credits up front vs. a usually tenuous negotiation process?
You can’t get away from vendor negotiations and certainly don’t want to be left disappointed all the time leaving the negotiating table wanting more. These are just a few of the simple things that your Carriers will likely relent on if you know to ask (and if you hold firm to voting with your wallet). But, wouldn't it be nice if you didn't have to ask for them every time? Take charge of the relationship so that you’re not left wishing for more.
Engaging an expert in telecommunications management, like Renodis, can ensure you get what you want out of every vendor interaction.
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