Phil
Downe is a veteran IT negotiations specialist working out of Toronto,
Ontario.
For the past sixteen years he has assisted a variety of TSE 100 companies
with the acquisition of information systems, computer leases and software
licenses with major vendors such as SAP, Oracle, PeopleSoft, and J.D.
Edwards. He has negotiated several Systems Implementation (SI) agreements
(Accenture, CGE&Y, Deloitte-Touche, EDS Systemhouse, IBM, BearingPoint,
LGS, PWC), outsourcing contracts , Y2K remediation projects, B2B and
e-commerce deals. His wide range of services include: assistance with
the drafting of RFPs, vendor selection, drafting of statements of work
and service levels, the preparation of bargaining strategies and the
principled negotiation on price, contract provisions and change control
within the agreements.
Phil
is the founder and president of Relations Management Group Inc. He has
a B.Sc., Computer Science from Acadia University and Certificates in
Dispute Resolution and Applied Negotiations from the Faculty of Law,
University of Windsor. Phil sits on the editorial advisory board of,
and is a regular contributor to, Purchasingb2b magazine.
Phil
has negotiated and/or consulted on numerous technology-related transactions
throughout North America, Europe, Australia and Israel.
Highlights
include:
-
leading a negotiating team to Tel Aviv, Israel to license a highly
sophisticated, Customer Care and Billing System for wireless, long
distance and paging services, including over 100 man-years of systems
implementation and ongoing support services.
-
outsourcing
the data centres, including server, LAN/WAN, desktop, and network
support and helpdesk services for one of the largest health-science
companies in North America.
-
outsourcing
the invoice printing and mail handling services for one of the largest
cable and wireless communications conglomerates in Canada
-
negotiating
the license agreement for the PeopleSoft human resources modules
and contracting for the systems implementation (PWC) team to modify
and install the system for a 14,000-employee corporation.
-
negotiating the license agreement for the SAP financial, supply
management and human resources modules and contracting for the systems
implementation teams (Andersen, BearingPoint) to modify and install
the system for a six billion dollar corporation with 23,000 employees.
-
negotiating
for a fully integrated national telecommunications system for the
largest railroad in Canada, consisting of a series of private branch
exchanges, managed through a unique Bell service and Nortel equipment
contract.
-
negotiating the acquisition of equipment and services to consolidate
four European data centers into a single data center with a hot
backup site for a multi-national frozen foods company.
-
negotiating the license of the products and software required to
create and maintain a state-of-the-art dispatch and communications
system, including hand-held, barcode enabled devices, radio, wireless
and satellite communications with GPS tracking capabilities for
a large North American trucking concern.
From 1979 to 1988 Phil was employed in data center
operations, competitive win-back programs and branch-marketing positions
at IBM Canada Limited. He was recognized with numerous sales achievement
awards and held top honors at the prestigious IBM Account Marketing
School.
In
1988 he founded Pro-Tech Leasing Inc., which specialized in computer
leasing contracts ranging from personal computers to the largest mainframes.
The business evolved to include hardware, software and implementation
acquisition services, serving clients across North America. In 1997,
upon moving to Toronto, Relations Management Group Inc. was formed to
more accurately reflect the evolution of the business.
Whether
you are considering a large or small transaction, and whether you seek
assistance to get a project started or need a lead negotiator to see
it through to final signature, please contact
us to discuss your requirements.
