Illuminating and Opening Up the Process of Negotiating a New Telecommunications Contract
Enterprise level business-to-business transactions are famously opaque, with many vendors considering secrecy a key to their profitability. While smaller and medium-sized businesses might be able to browse pricing on an upfront, openly displayed basis, that becomes less and less the norm the larger a company grows. At enterprise scales, each and every contract will often be negotiated in ways such that one side can feel as if it were starting from zero. With nothing or very little to go on, for example, a telecom contract negotiation can lead to a business paying far too much for that service well into the future.
Given the stakes involved, seeking ways to avoid this fate should always be a priority. In a great many cases, what makes the difference is refusing to begin any telecom contract negotiation without having appropriate information and advice to hand. Because a mistake of any kind can cost many millions of dollars, working with an experienced consultant will often make excellent sense.
In many cases, the process will begin well beforehand with an in-depth telecom optimization. This will see the consultant’s experts delving deeply into records of past telecom usage and spending, creating reports that summarize and reflect what they find. This work can turn out to be valuable on its own, basic account, as it will often reveal mistakes that can be highlighted in order to secure compensation. In fact, many companies find that commissioning regular audits for this specific reason can pay off richly over time.
Just as importantly, though, auditing a company’s telecom arrangements and history will make available the kind of information needed to move forward from a position of knowledge and strength. A telecom contract negotiation conducted with the aid of such data and analysis will always be much more successful than one where the party in question is in the dark about its own situation.
On top of that, a consultant will bring to the table a deep familiarity with how things work in general and what other carriers typically offer themselves. Instead of having secrecy and ignorance wielded against it like tools that maximize the profit of a carrier, an enterprise in this position will be able to work with the lay of the land. That will mean both being able to point out how a given carrier might better its proposed terms and also how competitors make stronger cases of their own. While the fight for transparency and information can require some effort, it will typically pay off.