What's more, complex packaging options make it difficult to compare services. Know your needs and bottom line. Be realistic about the number of services you require, the topics covered, how many people need the data, and what type of inquiry privileges you need. Coordinate and consolidate subscriptions within and across IT research firms to leverage buying power. Move subscription renewals as close as possible to the same time and ideally have that time coincide with the end of the month, quarter or fiscal year.
Companies sometimes slash prices when their salespeople are pressed to meet quotas.
The RFP not only reinforces that you've clarified your needs, but gives the supplier concrete objectives to address. Compare pricing with publicly available information. For example, Gartner Group publishes General Services Administration pricing, which represents its best price in the marketplace. Play with bundling. Sometimes a firm that doesn't want to discount its price will give you concessions such as additional content or access to analysts.