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Three regional practices, one global bench

Our partners coordinate negotiations across regions when contracts span jurisdictions. EMEA renewals, US enterprise agreements and APAC indirect-access reviews are run from the office closest to the client, with deal review by the global practice lead for the relevant vendor.

Five moments where a one-day briefing changes the outcome

Most clients first call us six to nine weeks before a renewal deadline. The conversations that change outcomes happen earlier than that. Useful timing markers we hear from CIOs and procurement leads:

Six months before a renewal: early enough to bring competitive alternatives to the table, prepare a credible walk-away position, and start measuring entitlement-versus-deployment gaps that the vendor's account team will exploit if left undocumented.

On receipt of an audit notice: Oracle, SAP, Microsoft, IBM and Adobe audit programmes operate on tight clocks. The first response letter to a Letter of Intent to Audit sets the tone. We have reduced first-pass findings by an average of 72 percent across audits we joined within ten days of the LOI.

When the vendor proposes a ULA, EDP or large commit: these structures concentrate years of risk into a single instrument. We review the maths, the exit conditions and the certification logic before you sign.

When the vendor changes commercial terms unilaterally: the VMware/Broadcom post-acquisition repricing, Oracle Java per-employee shift, and Salesforce price-list updates have each generated repeat engagements where buyers paid 30 to 60 percent more than necessary. Always read the consideration clause we draft for these letters before responding.

When you are inheriting the contract: a new CIO or new Head of Procurement has roughly six months to set the relationship tone with each tier-1 vendor. The first formal meeting is leverage. We brief on what the vendor's account team will probe for, what to concede early, and what to hold in reserve.