Proactive Services – creating a Negotiation Strategy at the start of the deal to ensure there is a project plan and milestones, clarity on objectives, documenting the options, identifying all the stakeholders and their interests, risks and contingencies, and alternatives to doing a deal. This is all based on an underlying methodology.
Reactive Services – engaging Keystone in the middle or towards the end of the deal, when the process has become protracted or you have reached an impasse. This may involve re-framing the approach, modifying the variables, reviewing the cost modelling, looking at trades and concessions, or creating new options.
We are very good at fixing one specific problem: negotiating with Microsoft when they already have your data in their cloud.