IT's All about the People

158  •  IT's ALL about the PEOPLE

negotiable), our CIOs and CTOs expect their vendors to assist their plans

to migrate from one delivery model to another.

is section on advanced vendor management was distilled from inter-

views with CIOs and CTOs in the toughest economic trenches we’ve seen

in decades. What are the takeaways?

• All existing vendor contracts should be renegotiated. is can be

awkward, but it’s opportunistic and likely to yield cost savings even

from your best vendors. Continuous contract review in the form of

o-ramps and frequently scheduled performance reviews is the way

to proceed for the foreseeable future.

• Subsidies should be expected and programmed: explicit discussions

about subsidy expectations should be conducted. ...