Archive for May, 2005

ManagementSpeak, 5/30/2005

Monday, May 30th, 2005
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ManagementSpeak: We’d better run this through Legal first. Translation: I have no intention of taking responsibility for it myself. This week’s contributor, by choosing to remain anonymous, demonstrates the difference between taking responsibility and taking the credit.

If it ain’t in the contract …

Monday, May 30th, 2005
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IT managers deal with contracts a lot — from technology vendors, systems integrators, outsourcers, and other miscreants who regularly darken the doors of corporate IT. Even many who recognize the importance of strong negotiating skills do their best to ignore the contracts that express a negotiated agreement. Mostly, it’s a matter of time and attention […]

ManagementSpeak, 5/23/2005

Monday, May 23rd, 2005
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ManagementSpeak: We’re issuing an RFP. Translation: If you won’t renegotiate our contract, and start performing, you’re gone. KJR Club member Christian De Meco explains the primary value of many RFPs.

Monopolizing negotiations

Monday, May 23rd, 2005
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Several years ago I found myself in a dispute with my local telephone company. Without mentioning names, it was one of the long-distance carriers that had acquired some local telcos to mismanage, mine being one of them. The dispute arose because the telco had cancelled my service after waiting a week to post my on-time […]

ManagementSpeak, 5/16/2005

Monday, May 16th, 2005
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ManagementSpeak: I would really like this discussion to come to an end. Translation: I know I’m wrong, but there’s no way I’m going to admit it. KJR Club member Jim Ehrlich recognized the best way to end his discussion – by reporting it to us, and what it meant.

Making contract negotiations easier

Monday, May 16th, 2005
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Once upon a time I helped review a vendor’s Master Services Agreement (MSA). (if you’re unfamiliar with the concept, an MSA defines the relationship between a service provider and a client. Specific pieces of work are spelled out in what are alternately called Task Orders or Statements of Work.) Among the provisions in this gem: […]

ManagementSpeak, 5/9/2005

Monday, May 9th, 2005
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ManagementSpeak: We are going to have merit pay and pay for performance. Translation: The inner clique will get the big raises and brown-nosers will not be fired. Everyone else takes their chances. KJR Club member and repeat offender William Adams gets only the admiration of his peers for this meritorious entry.

You get what you pay for

Monday, May 9th, 2005
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Camping season is starting (except for native Minnesotans, who have been known to go “winter camping,” probably because it’s the only time they can sleep outdoors without swarms of mosquitoes … but never mind them). So get close to the fire, and Scoutmaster Ray Todd Stevens will tell you a scary story: I worked for […]

ManagementSpeak, 5/2/2005

Monday, May 2nd, 2005
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ManagementSpeak: We built this company on innovation. Translation: R&D is no longer necessary. As this week’s anonymous contributor points out, innovative interpretation continues to be necessary.

The return of the commies

Monday, May 2nd, 2005
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What annoys me most is that they think they’re being clever. I’m talking about the people who are resurrecting “communist” and “socialist” to describe those with whom they disagree. Really, folks, that went out with the John Birch Society. You remember them — the extreme right-wing organization of the 1950s and ’60s that claimed, along […]

my photoBob Lewis is a senior management consultant with Dell Services. He has published these columns once a week in one form or another since 1996.

Disclaimer: All opinions, statements, representations, allegations, images (if published) and anything else that appears here is the sole responsibility of the author. Dell has and had nothing to do with it, other than saying it's okay to continue publishing KJR.

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