Phrases such as "squeeze the supplier" and "sweat their balance sheet" are commonly used by many CIOs in relation to their technology providers. The post-Lehman market conditions perhaps justify this approach to vendor management. It is certainly a good discipline to ensure that you are not overpaying for the service, but there comes a point […]
The IT industry needs more people that can bridge the cultural gaps that exist in the business ecosystem. A technologist that cannot empathise with a user is no good to anyone. A procurement officer that doesn’t understand the issues that vendors face is similarly going to be a net absorber of value. We need people […]
Here’s an idea to ensure your vendors have genuine ‘skin in the game’. Take their money. That’s right let them finance your capex requirements. Most of the big players are sitting on cash. They know they will get a better return on investing in you than leaving it in a savings account. If it serves you […]