Vendor Selection and Negotiation


Clients seek Bick’s guidance to participate in vendor negotiations. We challenge, in a constructive way, the technical and financial provisions of contracts leveraging our experience in the industry as well as our past negotiations. While client confidentiality is strictly abided, Bick expects that vendors’ terms should be consistent across similar situations.

Subsequent to contract execution, Bick can provide on-going advice to our clients regarding a vendor’sperformance during implementation. We focus upon vendor performance against execution and schedule as well as remaining in compliance with the contract. Accountability exerted firmly at the beginning of a project sets an important tone to the vendor and most often improves performance.

Our Point of View

  • We understand that you will be having a long relationship with your vendor. We have no qualms holding their feet to the fire.
  • Being firm doesn’t is not a code word for being a jerk. We act professionally but in a determined manner.
  • Developing a thorough understanding of the vendor’s business model will enable you to appreciate their pricing model. It will also help you understand what levers you should pull. We

Work Differently

While we are interested in having long-term relationships, we do not engage in long-term contractrelationships. We prefer to conduct our consulting engagements in modules – defined, fixed fee engagements that address a set of defined issues over a relatively short period of time.

Our clients appreciate a stepped approach that allows them to define the specific needs they have for each module.As we complete a module, we have better clarity around what is best to address next. Our clients seek independent advice to solve difficult issues. Consequently, Bick Consulting’s operating model has no business agreements with the vendor community – no software, hardware, services, colocation, outsourcing etc. We are not engaging in a consulting opportunity as a means to fulfill a vendor quota or generate a commission.