The negotiation begins after you receive the bids from the voice and data vendors that are participating in your RFQ.
This is the ninth installment of CarrierBid’s eleven part series on the telecom procurement process.
Don’t choose a leader after you receive the bids back, doing so will reduce your leverage. You want all the vendors to believe they’re still in the running when you go back to them for better pricing and terms. Anticipate and plan for multiple rounds of negotiation; build the time to do so in your schedule.
It’s important to be specific with negotiation demands and feedback to receive the best returns.
What to evaluate:
What to look out for:
The negotiation process is a test of wills – carriers, like AT&T, Qwest and Verizon, are the experts and have the experience – entering the process with a fanciful attitude will cost you.
Working the Voice and Data Vendors
At this point in the process you will want to collect or provide contract drafts. Compare the rates, revenue and term commitments, discounts and credits on the draft to what was negotiated. Make sure you address adverse terms in the Service Guide. If the carrier is amending an existing contract, make sure there are no adverse changes to the terms and conditions you negotiated for.
The telecom procurement process can be arduous and full of pitfalls – there’s no reason to go at it alone – enlist the services of CarrierBid to usher you through the process.