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Why sourcing advisory recently changes

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?

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