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Legal Research

: The BIALL Blog

How to lose a million dollar contract!

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Elaine Billingslea Dockens has written an interesting article for LLRX.com which many BIALL members will be interested in. The article "Vendor Pitfalls in Negotiating Large Multi-Year Contracts - or How to Lose a Million Dollar Contract" looks at some of the mistakes Vendors of legal products make when the visit customers to negotiate contracts.

Some of the tips for vendors in the article include:

  • Knowing your product
  • Knowing your contact
  • Knowing what is being negotiated
  • Avoiding customer politics

This is an interesting and at times humourous look at the other side of the fence when it comes to negotiating licences and costs for legal products.

Full post as published by The BIALL Blog on June 25, 2009 (boomark / email).

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