IDG Contributor Network: Lessons from the world’s savviest IT buyers

What separates the world’s smartest IT buyers from the rest? In my line of work, we see some companies consistently cut vendor pricing by 30 percent or more. But, more often than not, it’s the other way around. Most companies pay 30, 40 or 50 percent more than they should for an IT product or service.Some people will tell you it boils down to negotiation skills – but I disagree. A fully optimized IT purchase with best-in-class pricing and terms is the result of skillful intelli