Price negotiation competencies are no longer the only USP, as the counseling need becomes a more holistic one.
The focus used to be on price negotiations in the past, while today, counseling needs are to be understood as a holistic feasibility analysis. This is partly due to the increased transparency of information on price and performance. Using comparison platforms, anyone can make simply preselect Self-Service options today.
The counseling needs today revolve around the following questions:
- How can cloud solutions be integrated into existing IT infrastructures?
- Can providers meet the increased security requirements of regulated financial service institutions?
- Is there a way to check that?
What are your experiences in contract negotiations?