Bridging Business & IT

S1 E10: Negotiating IT Agreements

December 15, 2021 Dave Burrill, Dan Burrill, Dan Kelly Season 1 Episode 10
Bridging Business & IT
S1 E10: Negotiating IT Agreements
Show Notes Chapter Markers

This episode is with Dan Kelly, founder and CEO of The Negotiator Guru. Dan is the person we have to thank for our podcast as he was the one who originally invited Dave to be on his, “The State of the CIO”. The feedback from that show was so good it convinced us to launch our own. As the title implies we’ll be talking about (among other things) the tricks of the trade when negotiating large enterprise software licenses. Dan shares some very frank observations about the predatory behavior of some vendors, the general lack of awareness and preparation among many business buyers, and the fairly simple steps most buyers can take to make better purchasing decisions and save a lot of money along the way. It’s a lively conversation to put it mildly. We think you’ll enjoy it. And don’t forget to check out the “State of the CIO” podcast.

Guest LinkedIn Profile: Dan Kelly

These podcasts are dedicated to bridging the gap between business & IT. Each episode looks at different aspects of this relationship as we explore ways to help the two groups better communicate. We're passionate about this topic because it's a failure to communicate that causes 75% of all IT project failures and costs the US $1.8 Trillion every year—8% of US GDP!

If you don't want to become one of these statistics and want to learn about an easy way to avoid it, please visit our website and schedule a free consultation.

Alternatively, if there's some topic you'd like to hear more about, or you have an idea about how we might better serve our listeners, please shoot us an email at We'd love to hear from you.

Introduction and background
Employee-employer relationships
The importance of knowing what you're trying to do
The customer isn’t always right
Taking ownership of your business
Outcomes based contracting – bilateral accountability
Success stories
Being the one who raised your hand
Some issues with business schools
The greatest arbiter of success