For some enterprises, current voice and data network services may be based on legacy technologies that are unable to fully meet the future needs of the business and are likely to become increasingly costly and difficult to support. The selection and migration from legacy to next-generation telecom technologies, such as IP networks, should be achieved by a careful review of internal needs and evaluation of market services and service providers that provide these services.

These changes may have a profound impact on an organization's voice and data network services needs and existing contracts. While some of these changes may have created duplicate contracts, others may have created opportunities to lower prices and/or increase the level of services. All of these factors have a major impact on an organization's bottom line.

The success of the telecom sourcing goals and objectives of an organization can best be realized with professional sourcing support and coaching. Critical to meeting a successful negotiations outcome is careful planning and preparation for the face-to-face negotiations.

COMPONENTS OF TELECOM SOURCING CAN INCLUDE THE VOICE AND DATA NETWORK SERVICES, CONTRACT STAFF, INSTALLATION COORDINATION, MAINTENANCE, INFRASTRUCTURE MANAGEMENT AND IP CONVERGENCE. EACH OF THESE CAN HAVE DOMESTIC AND OFFSHORE COMPONENTS.

Sourcing Plan
If the enterprise is planning to re-negotiate an existing contract or source new voice and data services, due diligence and a successful sourcing plan are critical to a successful outcome. If the current telecom contract expiration is in the near term (18 months or less), or if there is a need to tender new telecom services, a careful sourcing plan should be initiated. A contract's expiration can be the catalyst to allow an organization to re-evaluate its needs and re-align its telecom services to its new needs and adjust prices and contract with the marketplace and best practice.

The sourcing plan should include:

• Technology review
• Telecom market knowledge
• Due diligence
• Business goals and objectives
• Strategy definition
• Outsourcing versus insourcing business cases
• Vendor evaluation
• Sourcing steps:
  • Tender approach
  • Evaluation and selection
  • Negotiations
  • Implementation.
• Supplier management.