Know your Bargaining Power
A key factor in determining what a supplier will concede in the way of contract terms is how much your business means to them. It pays to have a good grasp of the market and to know exactly what your own bargaining power is.
If it is a well-established off-the-shelf system with a strong foothold in the sector they are unlikely to budge too far from their standard terms. If however you are purchasing a new or developing system, or dealing with someone who wants to establish their company in the sector, your position is much stronger.
Just as the supplier needs to sell their company to you, you need to sell yourself as a potential customer. Study the market and know your strengths. A good reference site is a valuable resource to any supplier. Think about why you may be a good catch for them e.g.
You are a large or prestigious institution
You are prominent in a niche area
You may potentially purchase more of their products in future (especially an ERP type solution)
You have a strong track record in successful implementations
You will be the first site to go live with this particular product
You are in a strong position to advise them on the product's development
You have found an innovative use for the product
Take the opportunity to establish your own credibility in your tender documentation.
