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Enterprise Infrastructure Management Is Not a Part-Time Job
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We recently completed a major renegotiation of a very large, longstanding infrastructure outsourcing contract. As is typical with renegotiations, there were areas of the contract that required changes and areas the client wanted to leave alone. In this case, scope (and the presumed current solution) was to be left alone as the focus of concern was thought to be on other areas of the relationship. However, the need to update a seemingly simple exhibit – the Key Supplier Personnel list – told the client they had reason to be a lot more concerned about the supplier’s current solution.
Like most IT outsourcing contracts, this one had the typical provisions around Key Supplier Personnel (KSP) (e.g., full-time,
employees of the supplier, rules about replacing the KSP, commitments to tenure on the account, etc.). When asked to update the KSP exhibit, the supplier came back with three names – the Account Executive, Deputy Account Executive and the Business Manager (yep, the person in charge of billing the client). That was it. Not a single person with technical knowledge of the client’s critical systems or technologies. Nobody involved with actually running the client’s IT environment on a day-to-day basis.