Challenges Without Negotiation Frameworks & Playbooks
A Technology Negotiation Framework and tailored Contract Negotiation Playbook are often missing in enterprise software, SaaS, cloud, and infrastructure deals — leaving legal, procurement, and business stakeholders exposed. Without these, organisations face misaligned priorities, vendor-controlled terms, and weakened leverage in high-stakes negotiations. The challenges below highlight the most common risks.
Why Every Deal Needs a Tailored Contract Negotiation Playbook
Missed Opportunities & Lost Leverage
- No structured plan or playbook
- Terms shaped before legal joins
- Stakeholders misaligned or excluded
- Reactive negotiations under pressure
- Vendor controls process & timing
- Value leakage from proposals
Limited Internal Capacity
- Teams stretched or under-skilled
- AI misses human negotiation nuance
- Complex deals need tailored strategy
- Few tested frameworks in place
- Limited vendor-side insight
- Weak challenge to supplier tactics
Even experienced teams can fall into blind spots when negotiating with powerful vendors — leading to costly terms, compliance risks, and lost value. That’s why structured negotiation support is no longer optional in today’s technology deals.
Tailored Negotiation Strategies & Playbooks
Strategic Negotiation Framework + Tailored Negotiation Playbooks, and Real-World Guidance
Tailored negotiation framework & playbooks, combined with supplier-side insight to help secure stronger terms, reduce risk, and protect long-term value — without disrupting internal dynamics.
Marc Lauritsen, President of Capstone Practice Systems and Legal Systematics, offers valuable insights into the evolving role of negotiation playbooks in modern contracting. These playbooks improve alignment, reduce risk, and help organisations negotiate complex agreements consistently — especially in fast-changing enterprise software licensing and SaaS / cloud markets.
Strategic Framework
Tailored Playbooks
Win-Win Outcomes
Strategic Support
Confidential and discreet advisory to help you secure stronger terms, reduce risk, and maximise value.
- Commercial strategy & positioning
- Playbooks tailored to dynamics
- Stakeholder alignment & prep.
Investment & ROI
OPTIONAL ADD-ONS
Expand Toolkit for Maximum Leverage
Trusted Advisor
Richard B.
Founding Director & Principal Consultant
Frequently Asked Questions
Ideally from the earliest supplier conversations — before pricing or proposals are discussed.
This is when perceptions, leverage, and deal scope are shaped. Engaging early allows time to plan strategy, align stakeholders, and control information flow.
The service is fully adaptable.
It can range from behind-the-scenes coaching and playbook creation to active participation in calls or leading specific negotiation phases — always shaped around your team’s needs and sensitivities.
High-value, complex agreements across SaaS, ICT, enterprise software, infrastructure, outsourcing, and other strategic supplier categories.
The focus is on maximising value, reducing risk, and aligning supplier commitments with measurable business outcomes.