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It’s Not You, It’s Me: Figuring Out if You Should Re-Negotiate Your Outsourcing Contract
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Current economic conditions require companies to realize cost savings quickly, and existing outsourcing relationships are a popular target. In most cases it should be faster and cheaper to re-negotiate an existing deal than it is to engage in a traditional competitive procurement. This approach allows a company to leverage the existing contract instead of spending resources to identify and transition to a new supplier.
A typical outsourcing engagement lasts anywhere between three and seven years, and, naturally, issues are bound to arise in that time. Re-negotiation provides an opportunity to address these issues, be they pricing, solution, governance or something different entirely. However, if the answer to whether to renegotiate were this simple, everyone would do it. Several key issues drive whether re-negotiating your existing contract is the way to go, or if the possibility of quick savings is more hope than reality.
Some contracts are better candidates for re-negotiation than others. It can be difficult for a company to determine if a particular contract is suitable for a re-negotiation. Naturally, re-negotiation may become more attractive as the expiration date draws nearer, and service providers are more willing to cut a deal late in the contract life cycle. In practice, most customers consider re-negotiation before that time. If you are wondering if your contract is a good candidate for early renegotiation, here are some points to consider: