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You're at odds with a vendor on an IT consulting strategy. How do you find common ground for success?

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Navigating a disagreement with a vendor over an IT consulting strategy can be challenging. Your goal is to implement a solution that aligns with your company's needs, but sometimes vendors have their own agendas or preferred methods. Finding common ground requires patience, clear communication, and a willingness to compromise without compromising your core requirements. It's essential to approach these discussions with a problem-solving mindset, focusing on shared goals rather than differences. Success lies in the ability to forge a path that benefits both parties, ensuring a productive partnership and effective IT solutions.

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Kuldeep Pandey

Business Management | Building a network of 1000+ Digital Service Providers
Stuart Graham Verástegui

Dirección y gestión de TI | Dirección de proyectos | Dise?o de servicios y productos | Transformación digital |…

1 Understand Needs

To resolve any conflict with a vendor, it's crucial to thoroughly understand both your needs and theirs. Start by clearly outlining your project objectives, constraints, and the rationale behind your IT strategy. Then, actively listen to the vendor's perspective, acknowledging their expertise and the value they bring to the table. This mutual understanding creates a foundation for negotiating a strategy that accommodates both parties' essential requirements. Remember, successful negotiations are rooted in respect and recognition of each party's contributions and constraints.

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Kuldeep Pandey

Business Management | Building a network of 1000+ Digital Service Providers
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The first thing to be considered is- 'Objective'. Once that part is sorted with the vendor, then comes the expectations of both the parties. In an IT consultation strategy, it is very important to take the other party in confidence while putting the data, facts and a clear roadmap in front of them. Apart from it, let the other party share the details from their side too. During this process, you need to have patience as a good listener & observer. Sometimes, this process gives a clear direction that you might missed in your strategy. Once the vendor has shared their perspective, appreciate them and let them know that you respect their opinion and go ahead taking them in confidence with you to implement the strategy that is better.

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Stuart Graham Verástegui

Dirección y gestión de TI | Dirección de proyectos | Dise?o de servicios y productos | Transformación digital | Automatización en IA | Estrategia
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Primero hay que tener claras nuestras necesidades como cliente. Ser tan específico como sea posible ayudará al proveedor a entender todos los aspectos que debe tener en cuenta a la hora de proponer una solución. Si uno no tiene conocimientos técnicos, ayudará tener algunos puntos claros, como: Qué tan crítica es la información que se va a manejar, qué pasos va a realizar el usuario, entre otros. Las Historias de Usuario pueden ayudar a mejorar las especificaciones.

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Shafique Nanji

Business Development Manager
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What I find helpful is that does the IT vendor understand the needs of your company? Do they understand the strategy your company wants to implement? Do you understand what the IT company wants to implement for your company? By doing this you will be able to figure out where the middle point is and work to figure out how to maximize the strategy the IT company wants to implement, to maximize it so that your company gets to meet its targets.

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2 Open Dialogue

Maintaining an open dialogue is key to resolving disagreements. Encourage honest and forthright communication with your vendor, creating a space where concerns and ideas can be expressed freely. This openness allows for the identification of the core issues at hand. By addressing these issues directly, you can work towards a solution that satisfies both your strategic needs and the vendor's capabilities or business model. Effective communication often involves compromise, but it should never come at the cost of your project's success or integrity.

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Stuart Graham Verástegui

Dirección y gestión de TI | Dirección de proyectos | Dise?o de servicios y productos | Transformación digital | Automatización en IA | Estrategia
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Mantener una comunicación fluida y abierta ayuda a aclarar las cosas. Busque explorar ideas creativas, incluso puede que se encuentren soluciones más eficiente y ajustadas a la realidad (y presupuesto) de la empresa.

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3 Explore Alternatives

When at an impasse, exploring alternative solutions can be instrumental in breaking the deadlock. Brainstorm with your vendor to generate different approaches to the IT strategy that might not have been considered initially. This process can reveal new possibilities that meet your requirements while also fitting within the vendor's scope. It's important to be flexible and creative during this stage, as the ideal solution may be one that neither party had originally envisioned but ultimately serves everyone's best interests.

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Stuart Graham Verástegui

Dirección y gestión de TI | Dirección de proyectos | Dise?o de servicios y productos | Transformación digital | Automatización en IA | Estrategia
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Si no se encuentra una solución, busque alternativas fuera de lo convencional. Pensar creativamente, como en el punto anterior, puede contribuir a encontrar una estrategia adecuada.

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4 Leverage Expertise

You've hired your vendor for their expertise, so leverage it to find common ground. Invite them to provide their professional insights into how the IT strategy can be adjusted without sacrificing quality or effectiveness. This approach not only shows respect for their knowledge but also encourages them to take ownership of the solution. By involving them in the problem-solving process, you're more likely to arrive at a mutually beneficial strategy that capitalizes on their strengths and expertise.

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Stuart Graham Verástegui

Dirección y gestión de TI | Dirección de proyectos | Dise?o de servicios y productos | Transformación digital | Automatización en IA | Estrategia
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Especialmente cierto si uno no tiene los conocimientos o experiencia en el campo que el proveedor domina, es preguntarle qué opina al respecto. Esto ayuda a explorar ideas ajustadas a la realidad de la compa?ía, mientras que se mantienen requerimientos de calidad.

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5 Focus on Outcomes

Throughout negotiations, keep the focus on desired outcomes rather than the specifics of the disagreement. By emphasizing the end goals—such as improved efficiency, cost savings, or enhanced security—you can steer discussions toward how both parties can contribute to achieving these results. This outcome-oriented approach helps to minimize friction and aligns the vendor's efforts with your strategic vision, fostering a collaborative rather than confrontational atmosphere.

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6 Compromise Wisely

Finally, be prepared to compromise, but do so wisely. Assess which aspects of your IT strategy are non-negotiable and which elements offer some flexibility. Offer concessions on less critical points to gain agreement on more significant issues. However, ensure that any compromises made do not undermine the core objectives of your project. A well-considered compromise can pave the way for a successful partnership and the effective implementation of your IT strategy.

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You're at odds with a vendor on an IT consulting strategy. How do you find common ground for success?

1

2

3

4

5

6

1 Understand Needs

2 Open Dialogue

3 Explore Alternatives

4 Leverage Expertise

5 Focus on Outcomes

6 Compromise Wisely

IT Consulting

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You're at odds with a vendor on an IT consulting strategy. How do you find common ground for success?

1

2

3

4

5

6

1 Understand Needs

2 Open Dialogue

3 Explore Alternatives

4 Leverage Expertise

5 Focus on Outcomes

6 Compromise Wisely

IT Consulting

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