Strenuous Contract Negotiation

After narrowing the field to two finalist vendors (not just one, as most consulting firms do), we analyze their boilerplate contracts and simultaneously negotiate contract terms to maximize the competitive pressure. We meet with vendor representatives multiple times during concurrent negotiations, which enables them to gain support for the concessions requested with their corporate management. HIS Pros asks the tough questions on issues such as response times, installer right of refusal and non-performance penalties and remedies.

HIPAA and other regulatory compliance are stressed strongly, based on terms we have successfully negotiated in the past with each vendor. We structure payment timing to reflect software testing and delivery milestones, rather than the vendor's cash flow needs. Finally, we assist in working acceptance clauses, problem escalation procedures and new product price protection, to position clients favorably in the future.