ABSTRACT
Those with long-term involvements in acquisitions-either purchasing or leasing-have seen some huge changes in the last decade. During that period, there has been an evolution in techniques: buyers, who used to be ill-prepared, often uninformed, and sometimes desperate, have matured into sophisticated and savvy procurement professionals. After years of accepting almost anything a vendor proposed, the high-tech industry has learned that it can save millions of dollars with wise procurement practices. This chapter takes a look at that turnaround and the fundamental tenet upon which it is based.
