Maintenance Agreement Tips from a CIO

"I'm a maniac on maintenance agreements: three years and negotiable every year. Hustling is a thing of the past. You can't hustle people who spend a lot on money."

Ray Barnard, CIO at Fluor Corp. in Irving, Texas, speaking at AMR Research's Executive Leadership Conference on the "World's Toughest Customers" panel.

This was first published in January 2007

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