partnering with vendors The Devil’s Guide to iT.

Some sage advice here:

Many iT vendors like to position themselves in the role of ‘partners’ with their customers. After all partners share the rewards, don’t they? And apartnership seems so much more friendly than the old-fashionedvendor/ client relationship. But, no matter how amicable things may seem on the surface, behind the scenes there is always a contract. So the test of the ‘partnership’ will be the contract terms. If there is no mutuality ofrisk, thepartnership is mythical. True partners always share therisk as well, not just the rewards.

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