Product
Something that must be turned on in order to run an auction
What is a fixed fee schedule?
The thing you would provide to suppliers in order to provide a consolidated answer to all of their questions during a sourcing event.
What is a Clarification?
That change management methodology that PERSUIT follows in order to ensure clients communicate the need for change before diving into training.
What is the ADKAR model?
The regular meetings that CSMs should lead with client leadership to socialize results and discuss continuous program improvement methods.
What are Quarterly Business Reviews?
The button that firms would click in order to get out of providing a price for a pricing item if the firm can't perform the work listed in the description.
What is the "mark item as excluded from scope" toggle/button?
If I must bill a heavily discounted amount now that my billables have exceeded 10% of the budget then I must be engaged in which pricing arrangement?
What is a collared fee with risk sharing?
The term that defines the act of purchasing directly from a supplier without conducting a competitive sourcing event when there are others that can also provide the service.
Single Sourcing
The format of the presentation deck we use for the first 15 minutes of a client's full deployment group training session.
What is client's bespoke themed deck?
The single SaaS metric that takes into account the organization's churned revenue, retained revenue, and upsell revenue.
What is net retention?
The way that a firm can set up a business development manager within their organization to receive all requests from the one client that they manage.
What is the new designated contacts functionality in the admin tool?
The AFA type that describes paying a lump sum fee for 50 matters of a given type.
What is a portfolio fixed fee?
In a typical sourcing process, internal stakeholders would align on THIS before drafting qualitative questions in an RFP.
What is a scorecard?
The technique clients sometimes use to reinforce change with their lawyers by appealing to their competitive nature.
What is a lawyer RFP leaderboard?
The negotiating tactic that is being deployed when we display PERSUIT's standard pricing for new customers prior to showing the client's renewal options.
What is anchoring?
The type of custom tracking field that allows a customer to configure a drop down of practice areas.
What is a hierarchical data field?
If I only get paid if I score well on the client's review of my performance, then I am engaged in this fee model
What is a value-adjusted fee?
The word to describe the market dynamic where a good or service is able to be easily replaced by or with those provided by another supplier.
What is fungible?
What is manager role type?
The customer health category that has the biggest impact on overall score besides usage and savings.
What is executive relationship?
What is "other rate"?
I can use this technique to protect myself from over paying a law firm when the acquisition could potentially fall through and not proceed.
What is a broken deal discount?
In situations where both the supplier and the buyer have a great deal of bargaining power in the negotiation, what type of relationship should the buyer seek to have with the supplier?
What is a strategic alliance or very close partnership?
The step in the onboarding process that enables PERSUIT to kickoff SSO and configure user access roles.
What is sending the onboarding questionnaire excel sheet?
A clause in a multi-year deal that nullifies the benefits of a longer term for PERSUIT.