Negotiating Enterprise Agreements: A Pathway to Strategic Vendor Management

Federal IT leaders face quite a dilemma: how to continue delivering the same or higher levels of mission critical IT services to your constituents while managing with fewer resources and dollars. Negotiating agency-wide enterprise agreements with large IT manufacturers (e.g. Microsoft, Oracle, Cisco, and VMware) for IT hardware, software, and/or support has proven an effective, albeit difficult approach for you and your peers. Many Federal IT leaders have asked Censeo: How can we ensure repeatable success? Where do we go next?

The objectives of this roundtable will be threefold:

Share industry best practices related to increased adoption of Strategic Vendor Management (SVM) practices
Discuss ‘lessons learned’ from Federal agency negotiation/execution of EAs
Facilitate a dialogue amongst attendees regarding barriers and opportunities to implementing EAs as a pathway to SVM

Speaker and Presenter Information

Chris Andrews

Vice President & Research Director at Forrester Research

Chris leads Forrester's Sourcing & Vendor Management research, which examines how companies define their relationships with suppliers, select and negotiate with key technology vendors, and maximize the value of their strategic partnerships.

Chris is a recognized expert in the technology services landscape, with a focus on how customers can create innovation and growth with their third-party services providers. His research examines how suppliers and buyers can create new, technology-supported business models. He covers topics such as digital business transformation, co-creation, new technology purchasing patterns, and shifting services marketplace dynamics.

Behrad Mahdi

Princpal & Strategic Vendor Management Practice Co-Leader at Censeo Consulting Group

Behrad Mahdi specializes in the fields of Strategic Vendor Management program performance management and IT vendor negotiation and cost reduction. Behrad has over five years of experience planning and implementing IT strategic sourcing, strategic vendor management, spend analytics, vendor engagement and contract management initiatives for Federal clients. He has used Censeo’s innovative and analytical approaches to identify opportunities and to unlock value for clients in highly siloed, decentralized environments.

Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Office of the President (includes OMB), Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, SSA, NASA, Other Federal Agencies, Legislative Agencies (GAO, GPO, LOC, etc.), Judicial Branch Agencies, CIA, FEMA, Office of Personnel Management, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID, National Guard Association, EEOC