Contract Negotiations: Real Estate and Facilities Management Outsourcing Lessons Learned on a Critical Phase of RE & FM Outsourcing

Doug Burr, Advisor, Real Estate and Facilities Management Practice I recently participated in negotiations for a $400 million total contract value real estate and facilities management (RE & FM) outsourcing deal. On the plane home I had some time to opine about what I learned from this and other negotiations. Here are a few questions [...]

Outsourcing Buyer Behaviour Today – An Insight From EquaTerra’s UK Pulse Survey

Lee Ayling, Managing Director, EquaTerra UK Information Technology Advisory In the light of the current economic conditions, we asked the respondents of our 1H 2010 UK Pulse Survey* in which ways buyers are changing their approaches regarding outsourcing and global services sourcing efforts. According to service providers, most buyers are reopening contracts to renegotiate pricing [...]

Assurance Reporting: What does the Evolution of SAS 70 to SSAE 16 and ISAE 3402 Mean for Outsourcing Relationships?

Thomas Hall, Managing Director, Contract Negotiations Advisory Third-party assurance reports provide customers of outsourced services with information about the internal controls maintained by their provider’s delivery organization. Historically, the control standards set forth by the American Institute of Certified Public Accountants (AICPA) in Statement on Standards No. 70 (SAS 70) have been most commonly applied [...]

How to Kill Your Outsourcing Engagement in Nine Steps or Less

Jerry Klawitter, IT Practice Project Director, EquaTerra A client of mine shared with me recently the results of an interview he conducted with a technologist from another firm which had outsourced all of its IT, and then recently insourced it all. After I regained my composure, I realized this was a story the masses needed [...]

Outsourcing Contracting Complexity: Most Challenging Terms and Conditions

Stan Lepeak, Managing Director, EquaTerra Global Research Thomas Hall, Managing Director, EquaTerra Contract Negotiations Advisory On March 5, 2010, EquaTerra released the inaugural edition of its legal Pulse survey, the newest iteration of the Pulse survey research program. The legal Pulse is similar to EquaTerra’s long-standing global service provider/advisor Pulse in that it examines trends [...]

Don’t Let Ineffective Governance Reduce the Value of Outsourcing

Tim Amatt, EquaTerra Project Director I recently had the opportunity to speak on the subject of governance to a large group of representatives from a number of leading service provider organisations. This was a great opportunity to discuss a subject which is unfortunately viewed by some as an add-on, or an afterthought, when service providers [...]

Outsourcing Legal Counsel in the Hall, Who’s the Most Contentious Service Provider of Them All?

Stan Lepeak, Managing Director EquaTerra Global Research On March 5, 2010, EquaTerra released the inaugural edition of its legal Pulse survey, the newest iteration of the Pulse survey research program. EquaTerra polled senior legal counsel in 25 of the top third-party European law firms that support and advise buyers on outsourcing efforts. The legal Pulse [...]

Sole Sourcing – Traits of a Successful Sole Sourcing Deal

Lee Ayling, EquaTerra Managing Director of Information Technology (IT) Advisory Services, UK The  second  in a pair of blogs where I look at sole-sourcing from the perspective of the service provider: On 2 March 2010, EquaTerra held its first advisor relations briefing event in London.  At that event, a discussion about the traits of a [...]

Sole Sourcing – What, When and Why?

Lee Ayling, EquaTerra Managing Director of Information Technology (IT) Advisory Services, UK The first in a pair of blogs, I here begin a look at sole-sourcing, an increasingly popular method of services procurement, from the perspective of the service provider. What? Sole source is not, as it is easy to assume, a short cut to [...]

From the Trenches: Advice for Negotiating Your Next Outsourcing Deal

When it comes to contract negotiations, you can never be too prepared. Here are four tips to help you improve your position with your service provider.