Ray Murphy (Director) spoke at the IACCM EMEA Conference (7th and 8th November 2007, London) on the topic of Best Practices in Software & Services Sales and Acquisition.

When negotiating large software and services deals, a relatively small number of key factors will determine the nature of the ensuing relationship. Ray's presentation explores the proposition that the desired relationship can be used to guide the sales and procurement processes from the outset to the benefit of both the buyer and the seller.