Negotiating with big organisations

If you're a modest software house and your potential customer is a corporate – say a major bank or industrial behemoth, it can feel like you're negotiating with Goliath. Obviously you don't negotiate with Goliath; you put a pebble in a sling and launch it from a safe distance. In this case that isn't an option. You're going to have to negotiate, and often it's with a party that really thinks you need them more than they need you.

Part of the IT law world is wrapped up in big outsourcing projects – the part where we’re told that 70 per cent of projects fail. Berwins acts for companies who provide really useful components which make their customers’ businesses work better. On the face of it there is a real inequality of bargaining power; the skill is in taking the inequality out of the discussions and understanding what options there are in reaching a position which upholds your client’s interests.

Working with us, you can expect to negotiate successfully and end up with a resolution that ultimately benefits you and your customers.

For a full run down of how we can help in this area call Paul on 01423 509000 or email Digital@berwin.co.uk.