By Richard Fogel and Stanton Jones. The outsourcing industry has embraced service standardization, sourcing decisions have become increasingly fact-based, and the RFP process is less relevant than ever before. How do these trends in sourcing impact commercial contracting? This breakfast session will explore how market participants are moving away from yesterday’s cumbersome practices and are bringing new efficiency to client relationships.

1. © 2015 Information Services Group, Inc. All Rights Reserved.

2. © 2015 Information Services Group, Inc. All Rights Reserved.
Robert
Finkel,
Partner,
WilmerHale
Richard
Fogel,
VP
Legal,
ISG
Shawn
Helms,
Partner,
McDermo@
Will
&
Emery
Stanton
Jones,
Director,
Emerging
Technology
Analyst,
ISG
George
Kotlarz,
Associate
General
Counsel,
IBM
CorporaMon
How Trends in Sourcing are Impacting
Commercial Contracting

3. © 2015 Information Services Group, Inc. All Rights Reserved 3
Agenda
o Market trends and counter trends
o Impacts
o Are we becoming Future Smart?

4. © 2015 Information Services Group, Inc. All Rights Reserved 4
The sourcing industry has embraced service
standardization and sourcing decisions have
become increasingly fact-based.
How are these and other trends impacting commercial
contracting?
How are we moving away from yesterday’s cumbersome practices
and bringing efficiency to new client relationships?

5. © 2015 Information Services Group, Inc. All Rights Reserved 5
Market
trends
and
counter
trends
o Shifts in buying behavior : Custom Standard
o Clients demand portability, open standards, choice
o Digital – “as a Service” opportunities demand speed,
efficiency and simplicity in value proposition
o Data security and privacy matters
o Increased regulation (financial services sector)
o Continued globalization and complexity of issues

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Impacts…
what is
changing?
o Go-to-market process -- direct and brokered solutions
o Evaluation and decision making
o New focus on third-party attestations and certifications
o Lesser focus on customized services / service levels
o Commercial contracting standardized terms
o Demands for one-off addenda to address security,
privacy, regulation…

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Are we becoming Future Smart?
How are we moving away from yesterday’s
cumbersome practices and bringing efficiency
to new client relationships?

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let’s
connect…