Sourcing includes seven principal steps (see sidebar), all of which are necessary for obtaining the best possible outcome. But the single most critical step may be benchmarking. Only benchmarking answers the question of how to define success in contract negotiation.
Is a 15% overall cost reduction a win? Is expecting 33% realistic? What is the market price for interstate-dedicated toll free service? How much should I payfor a SIP concurrent talk path? Should I agree to an 80% commitment level? Benchmarking gives you the answers.