A Time to Renegotiate

Filed in archive Opinions & Insights on October 14, 2008

Photo courtesy of iStockphoto, Jacob Wackerhausen

With many offshore vendors needing to address lost revenues caused by the financial crisis, now may be the perfect time for customers to initiate renegotiation proceedings. By offering to extend the term of a deal at a time when other deals may be evaporating, customers may find themselves with substantial pricing leverage.

Furthermore, the slowdown has also affected advisors, consultants and attorneys, creating an opportunity to reduce the meta-costs of renegotiation. However, it is not time for unprincipled renegotiation, but instead a principled revisiting of the value proposition to both parties benefit.