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10 Things to Know Before Your Next Core Negotiation
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2/18/2020
When: Tuesday, February 18, 2020
Where: United States

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Photo: Charlie Kelly

10 Things to Know Before Your Next Core Negotiation

Tuesday, February 18, 2020

9:00 am - 10:30 am MT

Charlie Kelly

Starting at $265

Can’t attend? OnDemand playback is included.
2 CE Credits

When it comes time to negotiate your contract with your major technology vendors, do you feel like the vendors hold all the cards? How much would you be able to improve your bank’s profitability if you knew the core vendor’s tactics and what goes on behind the scenes at the vendor?

Technology spend is a large expense, generally a bank’s second highest non-interest expense behind personnel. The decisions you make during the negotiation can drive profitability for the next 5-7 years at your financial institution.

While managing Pricing and Contracts for one of the Big 3 core vendors for many years, Mr. Kelly and his team negotiated thousands of deals. Over time, patterns emerged that apply to any vendor negotiation. These experiences will give the audience a leg up in their next negotiation.

Listen to some real-life examples that will help you improve your bank’s financials and get to a win-win for you and the vendor.

What You Will Learn

· Philosophical differences: how strategic financial decisions are made at the vendor vs your FI

· Vendor complexity and why it is important to your negotiation

· Competitive pricing and how it affects you

· Optimal number of negotiation rounds

· How and when to shop for a negotiation consultant.

· Items to consider when changing providers

· Best opportunities to maximize your vendor contracts

· Negotiation best practices

· Why being proactive and organized pays

Who Should Attend?

The person directly responsible for improving a Bank's profitability through stronger negotiations. This is a session for the C-Suite; CEO, CFO, COO, or the CIO.

About The Presenter

Charlie Kelly is a Principal at Remedy Consulting. Remedy advises Banks and Credit Unions on Systems Selections, Contract Negotiation, Vendor Management, Mergers and Acquisitions and Technology Strategy.

Prior to Remedy, he served as the Vice President of Product Pricing and Contracts at Fiserv, where he was responsible for negotiating client contracts each year and setting product and pricing decisions. Charlie also has over 10 years of experience managing operational teams in banking and mortgage, with an eventual focus on technology project management including the re-write of a major core platform.

Charlie is a regular speaker at Bank and Credit Union events and his articles are published in trade publications regularly. Charlie has a bachelor’s degree in Marketing from the University of Wisconsin, and a MBA from Marquette University.

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