MSPs: Is there a Hidden Danger to Always Winning Negotiations?

April 02, 2018  By Marc Bartholomew
This guest blog is part of an MSP tips and tricks series, written by Autotask partners from around the globe.

Many MSPs excel at the art of negotiation. They have the ability to be patient and in the end win nearly every deal they’re asking for, but there can be a risk that comes from being too savvy at negotiating. 

An MSP typically has enough monthly recurring revenue to be able to act as though they have all the money they already need when negotiating. This enables them to use delay tactics until the vendor starts lowering their price. However, there is a hidden danger to always winning in negotiations. 

You may wind up in a contractual agreement where the vendor cannot possibly meet the expectations because they’ve put winning your business as more important than being realistic about what they can deliver and ultimately, never live up to the agreement. This makes it important for MSPs to consider a more balanced approach to their negotiations.

Instead of trying to take advantage, seek to negotiate agreements that are a win-win for both parties. If you conduct your business in this manner, then you won’t have to worry you have taken advantage of someone and run the very real risk your vendor partner can’t accomplish what you need them to do to help your business.  
Marc Bartholomew
Marc Bartholomew is the CEO and founder of Integritechs Technology Professionals, a Los Angeles based Technology support provider, offering a variety of managed IT services in Los Angeles to small businesses. Integritechs provides a wide array of IT solutions in the greater Los Angeles area, with an excellent service by aligning their goals with their customers: stable, reliable Los Angeles IT services, managing technology throughout its lifecycle, while controlling costs. Marc believes the best way to accomplish this is through regular, proactive management. Integritechs achieves this by encouraging scheduled visits and bundling everything their customer's needs into their managed services plans in los Angeles to keep their systems running smoothly.

Follow @Autotask Tweets