How Proactive Benchmarking Improves Negotiation and Reduces Risk

Most organisations only think about advisory services when a renewal offer hits the table. By then, it’s often too late to properly evaluate whether the deal is competitive or whether the structure of the agreement even suits the business.

This reactive approach to telecom renewals can cost you, and it leaves your enterprise exposed to unnecessary costs and operational risks — unless you act swiftly.

The Problem With Reactive Telecom Negotiations

When renewals arrive without preparation, your organisation may be faced with a difficult choice.

You either accept terms without real insight into market standards or run a lengthy RFP process that risks damaging vendor relationships.

In both scenarios, you’re on the back foot. Without benchmarking data, you can’t confidently determine whether consolidating vendors, splitting fleets, or renegotiating is the optimal telecom procurement strategy.

Benchmarking Creates Foresight and Confidence

Benchmarking telecom agreements gives you a clear picture of achievable pricing, service levels, and contractual terms. With this intelligence, your procurement team owns the negotiation rather than reacting to vendor positioning.

For this reason, proactive benchmarking is a key part of any telecom procurement strategy, transforming negotiations from guesswork into informed strategy. Your organisation won’t be playing defence, and you’ll be better positioned to design a telecom procurement strategy that aligns with your business goals.

Start Early, Not at Renewal

Engaging with benchmarking and independent advice months before expiry creates flexibility. Early preparation lets you consider every path, whether that means a targeted renegotiation, structured tender, or staying with your incumbent under improved terms.

The earlier you act, the more options you keep open. Waiting until the renewal arrives narrows the field and raises risk.

Independent Advice With VoicePlus and EUC

Independent consultants like EUC and VoicePlus provide market insight without vendor bias. Together, they align on strategy, competition, and customer focus. VoicePlus complements benchmarking with expertise in service partner management, device lifecycle, and telecom expense optimisation.

With Atrium, you gain visibility into contracts, costs, and usage across your fleet. This makes it easier to:

• Track obligations
• Validate benchmarks
• Model different procurement scenarios

A Framework for Successful Renewals

Have you decided to benchmark telecom vendors before negotiations? Follow these actionable steps.

• Set your destination: Define what success looks like for cost, service, and compliance.
• Leverage benchmarks: Use data to set realistic negotiation targets.
• Map your options: Weigh vendor consolidation, technology changes, and fleet structures. You even want to consider a multi-carrier strategy.
• Communicate early: Engage vendors proactively to maintain relationships while pushing for optimal outcomes.

Don’t Wait to Benchmark

Telecom renewals set the tone for years of spend, performance, and risk exposure. Enter negotiations without independent benchmarks, and you’ll leave your organisation vulnerable.

We at VoicePlus are here to help enterprises navigate this process. We bring benchmarking insight, independent advice, and the Atrium platform to ensure your telecom procurement strategy delivers the best possible outcome.

Don’t settle for less when you’re shopping around for telecom providers. Partner with us, and find a team that meets and exceeds your and your organisation’s expectations.

FAQs

What is benchmarking in a telecom procurement strategy?

Benchmarking compares your current telecom agreements with market data on pricing and service levels, giving you leverage in negotiations and contract renewals.

Why should organisations engage with benchmarking early?

Engaging months before renewal opens up options. Do this, and you’ll ensure your telecom procurement strategy is proactive and not reactive.

How does VoicePlus support benchmarking and procurement?

VoicePlus combines independent consulting with the Atrium platform. Our platform gives visibility into:

• Contracts
• Costs
• Devices to guide negotiations and reduce risks