Repeat scenario: The sales guys and the client’s executives toast the deal. Meanwhile, off to one side, the project managers and the client were saying, “Okay, how are we going to make this thing work?”

Repeat scenario: The sales guys and the client’s executives toast the deal. Meanwhile, off to one side, the project managers and the client were saying, “Okay, how are we going to make this thing work?

Shall we dance, he said.  Win-Wins are hard without knowing the other side’s motivation.  Both buyers and sellers miss the other side’s motivations.  So how they can dance together for a better long-term fit? Read: The Buyers & Sellers Honesty Dance, Part 1.

Shall we dance, he said. Win-Wins are hard without knowing the other side’s motivation. Both buyers and sellers miss the other side’s motivations. So how they can dance together for a better long-term fit? Read: The Buyers & Sellers Honesty Dance, Part

Negotiation is a skilled art backed up by some great science. Good negotiators are smart negotiators as they are smart at everything they do. Both buyers and sellers try to pull their side of benefits.As an example, if you are into IT sourcing then do you know what your IT suppliers aren't telling you? Do you carry a list of questions to ask your IT suppliers during negotiation to lead a win-win deal? If not, read this informative post to embark on your Smart IT Sourcing journey.

Shall we dance, he said. Win-Wins are hard without knowing the other side’s motivation. Both buyers and sellers miss the other side’s motivations. So how they can dance together for a better long-term fit? Read: The Buyers & Sellers Honesty Dance, Part

Should our technology be more like a cast, or a glove? If comfort and ease of use is our priority, then glove-like technologies are going to succeed -- and that is what has happened with most of the technologies that have stood the test of time. I should have the flexibility to use text-to-speech, and you should have the flexibility to use gestural inputs or anything else. Think of the resources such an approach could save us.....

The 5 Disciplines - Compute & The Human Operating System circa We’re making everything smarter – from our data centers to our watches.

What is a Millisecond Worth? In the low-latency world of high-frequency trading, some will lose, no matter how smart their systems and people are. Can you catch up? Or should we slow them down?

What is a Millisecond Worth? In the low-latency world of high-frequency trading, some will lose, no matter how smart their systems and people are. Can you catch up? Or should we slow them down?

Some markets are wildly successful. But the human brain cannot quite catch up with technological innovation. What happens next? A thought-provoking, relevant discussion about building a services market for the Transhuman Era. Excerpts from a presentation at the H+ Summit, Harvard University June 13, 2010.

Excerpts from a presentation at the H+ Conference, Harvard University June 2010

It might be time to re-negotiate your IT services contracts and optimize. Use inside knowledge of sales org structures and product strategy at your suppliers to find the win-wins to reduce rates, remove unused capacity / overcharges, and reinvest the savings in better technologies.  We can show you how. Maximize your leverage.

Optimize & re-negotiate contracts

Optimize & re-negotiate contracts. Use inside knowledge of sales org structures and product strategy at your suppliers to find the win-wins to reduce rates.

When purchasing anything, you want to find the right fit - duh?  Well sometimes this is easy but when your company is experiencing tremendous growth, it's not so simple.  Scaling and buying IT infrastructure properly under hyper-growth conditions is an art.  Learn how to reduce risk, speed up sourcing and be more objective, increasing value.

Scale & buy global IT infrastructure

FedRAMP certification is a must to win any government cloud hosting contract, but it is far tougher to achieve than most cloud providers anticipated.

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