Too often, business owners accept the standard terms offered in the software vendor's contract. Sadly, they are taking a much bigger risk than necessary. Negotiating and fine-tuning software and hardware acquisition agreements is nothing to be taken lightly, as much is in the balance for purchasers. While hard-dollar savings are likely, various soft-dollar savings and risk mitigation provisions, often worth even more, can be negotiated as well. Engleman Associates offers expertise to strike a balance between a fair reward to the vendor/VAR and ensuring our clients receive the system they desire and a structure to facilitate success. A properly negotiated contract will benefit both sides of the deal and help to avoid pitfalls down the road. When contracts are negotiated properly, you should expect to receive the following benefits:

• Greater risk shifted to the vendor, away from you

• Vendor and client expectations identified and agreed to, leaving little to chance

• Payments tied to performance milestones to keep the vendor motivated throughout the project

• Hidden future costs identified and determined in advance, eliminating surprises