IT vendors have scripted and expected outcomes for your deal. Securing deal outcomes different from the scripted ones requires convincing your sales team and others within the vendor organisation that doing the deal differently is better for them than the scripted outcome they expected.

Vendor proposals are often received with bundled or complex pricing metrics that lack cost transparency and sufficient details for an accurate total cost of ownership (TCO) analysis. Business leaders can facilitate an accurate and total cost impact analysis by engaging key stakeholders to ask the appropriate acquisition-specific questions to analyse the right costs. Collaborative stakeholder engagements between business leads, procurement, IT and IT finance enable procurement activities to be properly planned and financial models to be customised for each specific deal to drive cost optimisation.