How to Capitalize on HP/Compaq MergerBy Kim S._Nash | Posted 2002-05-14 Print
HP has to prove the worth of its purchase of Compaq. That means there's no better time for customers to drive a hard bargain.
What You Should Do">
Negotiating with the New HP
Some ways to keep the new HP on its toes:
- Shop for a detailed proposal from an HP rival
- Display rival companies' logowear in your offices
- Install and test another company's server in your data center
- Reassess current project deliverables. Make sure you are getting what you need from HP
- Let a tough purchasing manager demand better terms from HP. Keep the tech team out of the way
- Penalize—and reward—fairly for meeting milestones
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