An infographic titled 'Beyond the Price Tag' illustrating the strategic negotiation of IT service level agreements (SLAs) across several sections, moving from the anatomy of a deal to building vendor ecosystems, with text summaries and illustrative examples of risks, metrics, and governance for a global or LATAM context.

In high-stakes IT procurement, the initial price tag is merely the cost of entry. This guide explores how strategic leaders can negotiate SLAs and penalties that protect enterprise value, ensure regulatory compliance, and align vendor performance with actual business outcomes across complex markets.

An infographic illustrating Ohmae's 3Cs framework. A central venn diagram shows Company, Customer, and Competitors overlapping to form 'Strategy: Right to Win'. Below this, a flowchart shows the model's application in deal reviews, pipeline meetings, and proposal shaping, with a specific focus on LATAM relationship-driven markets.

Ohmae’s 3Cs — company, customer and competitors — remain one of the clearest tests of whether a strategy actually exists. This post explains the triangle in plain language and shows how to use it in offers, RFx responses and LATAM deal strategy, today and five years from now.