%TOC%

---+ Sainsbury's Negotiations


---++ The person with the strongest position has control

   * What position are we in today?
   * Strong
      * Control process
      * Outline where you are prepared to negotiate and where you are not
      * Don't move on any position without a concession
      * Increase price
      * Never discount without a major concession
   * Medium
      * Defend position and wait for them to attack the proposal
   * Weak
      * Go back and add value before further talks

---++ 

   * POC
      * What are the success criteria?
      * What level of commitment do we require and what level of commitment do we percieve they have now?
      * What happends after the POC is successful?
      * What are the risks of the POC
         * No commitment
         * It could fail because of them
         * The data crap so we can't get the results
         * The users don't accept it
      * What does each person get out of the POC
   * What information and numbers do we need to get a price for the POC
      * What is the quickest and easiest way to do this
   * Can we negotiate away the POC now?

---++ Project Planning

   * Determine what the costs of the project are
   * Can we deliver what they want?
   * Timescales
      * 
   * Assess risk of failure
   * What resource do we require

---++ Negotiation process

   * Time lines
      * Confirm when they need to start the process
         * How does this affect the negotiations
            * 
               * 
   * Commercials
      * What is our fall back position?
      * Where are we preapred to negotiate and what do we want in return?
      * Do we agree to an exclusive deal?
      * How do we increase the value of the contract?
      * Do we only negotiate the pilot phase?
         * Produce great results and then we are in a stronger position to increase price
      * What have we learnt from the M&S process that we don't want to replicate
      * How much are they prepared to spend
         * What are the cost of the POC?
         * Shared model
         * Is it acceptable if they don't pay if the POC fails?
      * Whare is the business case to justify spend
   * T&C's
      * 
   * Contract signing
      * Date of signing and confirm who
   * Deploy Pilot
   * People
      * What is the structure of the Sainsbury's team
         * What are their individual wins and what is their fall back position?
      * What is the Quantum Structure?
         * Wyndham project lead
         * Simon on the ground commercial lead
         * Mike Commercial Executive

---++ People

   * Who is the business sponsor?
      * IT, Business and Executives
   * Whos the executive sponsor?
   * Who is the IT sponsor?