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Sole sourcing negotiations: SI tactics and CIO countermeasures

March 25, 2019

Via: CIO

The SI engagement playbook

Make no mistake, your SI’s plan to secure a sole source award for your Implementation is set in motion from the moment they land resources to begin the strategy phase of your transformation initiative. There are several key tactics SIs will employ to lay the foundation to obtain a sole source implementation award:

  • SIs immediately begin by endearing themselves to your senior leadership and quickly work to establish trust and gain insights into your organization. As that trust builds, they make it harder for other SIs to gain that access.

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