Pace Harmon Principal Steven Kirz Offers New Insights for Negotiating Next-Generation ADM Deals That Deliver Competitive Advantage

Leading outsourcing advisor discussed optimal ADM procurement as part of a recent discussion at the International Association of Outsourcing Professionals® (IAOP®) Outsourcing World Summit.

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'CIOs are beginning to look past rate arbitrage for positive business outcome-based pricing so that providers have the same incentives as buyers when delivering applications to their business,' said Steven Kirz, principal, Pace Harmon.

Vienna, VA (PRWEB) April 23, 2014

Emphasizing the importance of getting application development and maintenance (ADM) deals right the first time, Steven Kirz, a principal at optimization and outsourcing advisory firm Pace Harmon, is advising companies to adopt a new model for establishing competitive, business-ready ADM deals.

“CIOs are beginning to look past rate arbitrage for positive business outcome-based pricing so that providers have the same incentives as buyers when delivering applications to their business,” said Kirz. “Implementing a true managed service model helps ensure a continuously competitive environment where multiple providers are delivering services to help the business gain competitive advantage.”

As part of a recent discussion at the International Association of Outsourcing Professionals® (IAOP®) Outsourcing World Summit, Kirz offered strategies for driving an effective end-state for next-generation ADM engagements. He advised CIOs to avoid traditional negotiation tactics associated with compromise in favor of standing firm on client requirements during the competitive process. He also encouraged organizations to pursue a managed services structure that supports both application development and application maintenance. These strategies have yielded Pace Harmon’s clients improved provider resource quality and overall ADM performance while driving up to a 50 percent overall cost reduction.

“Approaching ADM procurement with the number one priority of meeting the business stakeholder’s and IT team’s needs requires organizations to stand their ground on requirements and request realistic pricing and visibility into the prospective providers’ plans, tools and resources,” added Kirz.

Pace Harmon’s clients include Fortune 500 and select high growth middle-market companies spanning industries such as Telecommunications, Life Sciences, Financial Services, Manufacturing, Technology, and Energy. For more information, please visit paceharmon.com.

About Pace Harmon

Pace Harmon is an optimization and outsourcing advisory services firm providing guidance on complex transactions, process and operational optimization, and provider governance. Founded in 2003 and headquartered in Tysons Corner, Va. with offices in Chicago and San Francisco, Pace Harmon provides pragmatic and insightful advice that helps its client base of Fortune 500 and other large enterprises maximize the benefits achieved from their mission-critical supplier relationships. For more information, please visit http://www.paceharmon.com.


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