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Short contracts, reverse auctions, buying consortiums, and other things that donít work in telecom

  • TC2 Blog
  • 5/10/2012
  • David Rohde

One reason that we’ve held a telecom negotiations conference twice a year for 20 years is that there’s a continual flow of very smart people into the telecom field who have to unlearn the right way to buy every other business product or service.

Things that make perfect sense in buying both low-tech and high-tech items for companies make no sense when buying telecommunications services. Actually, strike that: They make sense, but they don’t work. You have to make a mind shift when going into telecom procurement. An ability to suspend disbelief comes in handy.

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