Purchasing and Financial Management of Information Technology by Frank Bannister pdf

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Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download. ‘Have you ever met a computer salesman?’ It was November 1978. I was a young, wet behind the ears, consultant in Price Waterhouse about to embark on his first ever computer selection assignment sales presentation. The question was posed by a Senior Consultant to whom I had been assigned as bag carrier and who seemed to me, at that point, to be almost godlike in his command of this type of engagement. As it happened, I had met computer salesmen before, but in circumstances where I was a long, long way down the chain of command.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

This would be the first time I had to confront one in real sales mode. I decided on a safe answer. ‘No.’ ‘Well, let me explain how it works. We have six suppliers bidding and six presentations to sit through. If the salesmen are any good, you will leave each presentation wondering why you would ever consider anybody else’s product. Just bear that in mind before you rush to any conclusions.’ And some of them were good. And Michael was quite right, I did come out thinking, yes, let’s go, where do we sign? Twenty-five years and many hundreds of sales presentations later, I am less easily impressed; too much hype has flowed under the bridge.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

In later years, I often found myself on the other side of the table, mastering the sometimes black art of selling to the as yet unconvinced. Purchasing and financial management of IT, on the other hand, is not a black art. There are rules, do’s and don’ts, good procedures, good practices and sound methodologies for getting things right. It is true that there are certain aspects of the job, negotiating contracts being a good example, where there is no substitute for learning from observation and experience.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

Nevertheless, even here there are tricks to know about, both ones the buyer can use and ones that the buyer needs to watch out for. Forewarned is forearmed. World-wide expenditure on IT today is measured in trillions of dollars per annum. If we are to believe the research, a goodly proportion of this expenditure continues to be wasted. While good purchasing and financial management cannot eliminate all of this wastage, it can reduce it dramatically. The objective of this book is to provide the reader with a set of practical tools to achieve this. While there is some theory, most of what is in this book is based on long experience, observation and occasionally learning the hard way. Many lessons are encapsulated in what I have called ‘case histories’.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

Though, in many instances, details have been changed to protect the identity of the organizations or individuals concerned, each of these stories is true, incredible though some of them may seem. It cannot be said that IT purchasing and financial management is without its lighter or more bizarre moments. Most of the case histories I have observed first hand; in a few cases they are war stories I have heard from some of the many IT consultants or IT managers I have met over the years.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

Much, then, of what follows is organized common sense though I hope some of the material may come as new, even to experienced IT and financial managers. A veteran IT manager and long-standing friend of mine, now retired, used to stand in the middle of his computer room, surveying the machinery and numerous staff around him and declare, ‘There is nothing common about sense’. Alas, that is sometimes all too true. Looking back on hundreds of IT purchases, big and small over the years, I can remember decisions that might have been better, but none that was actually bad and most that were right. This is how it was done.

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download

Purchasing and Financial Management of Information Technology by Frank Bannister pdf free download


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