Renewing a telecom contract

NetworkWorld.com, 02/10/04

If your telecom contract is coming up for renewal in the next year, analyst David Rohde from consulting firm TechCaliber has one bit of advice to consider. When your incumbent carrier calls your CEO to see if he’ll be attending their golf tournament this year, have your CEO simply say he’s not sure if he’ll be there. Your CEO’s noncommittal response can go a long way in having your incumbent carrier understand that your CEO isn’t a “friend.” A yes response tells the carrier your company isn’t going to play hardball and you really would rather stay with them than go through the pain of switching carriers. If you’re looking for other ways to lower your telecom bills check out Johna Till Johnson’s Eye on the Carrier’s column.

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