CASE STUDY Mattern 223 Wilmington/ West Chester Pike Suite 104 Chadds Ford, PA 19317 (610) 459-7750 www.matternassoc.com Prominent IP Law Firm Achieves Win-Win & 10 Year Contract with Open Off-Site Records RFP Background: Establishing and maintaining a successful contract negotiation is a situation in which there needs to be two winners, not a winner and a loser. While every firm wants to procure the best contracts through informed negotiation, it is also important to preserve the long term, industry relationships with the vendors. You’ve got to pick the competitors wisely, and you must know the best practices in your region. To that end, there’s a great deal of strategy involved in an Open RFP; one might say an art. Such was the case recently for one of the nation’s most prestigio

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