Think beyond price – think “value” and “problem solving”. Is there anything in the vendor relationship that is unnecessarily cumbersome and time consuming? Time is money. Removing time waste may be more valuable than a few % off the fee. Conversely, are there any small adjustments the vendor could make that would add to the efficiency and effectiveness of your organisation? Perhaps a minor widening of usage rights? Again, identifying such opportunities could be more valuable than a fee reduction.
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