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Is price always king?

“We know which providers move faster or slower. It doesn’t really show up on any formal selection ...

Many of us have engaged in negotiations that are so complex, contentious and soul-draining that our ...

If you ask any professional services provider team about the criticality of stakeholder alignment ...

Every day there is more news (hype, even) about what AI bots can do. And they can do a lot—with use ...

Stop me if you’ve heard (or lived) this one: One of your direct reports is responsible for a ...

Lots of people take pride in their individual negotiation style, but they may not consider how ...

The bargaining power between lawyer and client has shifted noticeably, as a perfect storm of ...

No professional service firm partnership works without getting buy-in and mindshare from the ...

Driving revenue and margin growth in the fast-moving IT Services market requires providers to ...

Two specific advantages of incumbency are clear and powerful. But they require deliberate action ...

Clients count on you to help them solve significant business problems. They want the very best you ...

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