Only SIG members can listen to archived recordings of their webinars. If you are a member, you’re in luck. If not, it’s not too late to register for an upcoming webinar – they do one each Tuesday. The following are our notes from attending this week's event.

SIG Webinar: Renegotiating Existing [Outsourcing] Agreements

Speakers: Kevin Rang and Paul Roy, both with Mayer Brown, a Business Process Outsourcing firm.

Renegotiation v. Recompetition

Renegotiation is different than the original negotiation and requires different skills from the buying company.  The incumbent supplier is associated with a balance of ‘baggage’ and advantage from having been in place. The second time around, the service requirements are likely much better defined. In the case of outsourcing, the supplier may now have more knowledge of the function than the client.

Value Opportunities and Challenges:

In the end, most people just renegotiate (or extend current contracts) rather than recompete. A few other things to keep in mind: