Negotiate IT

For 25 years we sold enterprise technology to New Zealand's largest organisations. We know every pricing lever, every tactic, every concession held back until the last minute.
Now we're on your side of the table.

We select the vendor, negotiate the contract — then govern the program that delivers it: phased delivery plans, milestone tracking and steering structures that keep delivery on track and on budget. Take one stage or all three — every service stands alone, so you can bring us in wherever the risk sits.

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Why It Matters
Trust · Excellence · Independence · Passion
The principles behind every engagement we take on
100%
Buyer-side only — no vendor partnerships, no commissions
Vendor Selection
Evaluations that surface the right fit — not just the loudest pitch
Contract Negotiation
Know every lever vendors pull — and how to flip them in your favour
Program Governance
Delivery kept on track, on budget, and properly overseen
Buyer Advocacy
No vendor partnerships, no commissions, no referral fees — ever
About Negotiate IT

The Inside Edge.
Now Working for You.

Negotiate IT is a specialist buyer-side advisory practice built on over 25 years of direct experience from the other side of the technology deal table. We have built and run the playbooks that vendors use to win deals — the pricing strategies, the urgency tactics, the relationship mapping, the discount structures that appear generous but aren't.

Here's what most buyers don't know: enterprise technology vendors train extensively for procurement conversations. They know your budget cycles, your internal pressures, and exactly how much flexibility they're hiding. Most organisations walk into these negotiations without anyone in the room who's been on the selling side of a deal this size.

Negotiate IT was built to fix that. We work exclusively with buyers — executives, procurement teams, and boards across New Zealand's banking, financial services, corporate, and government sectors — to level the field.

Whether you're selecting a major platform, renewing a contract, or running a competitive Request for Proposal, we help you make better decisions, faster, and at significantly better commercial terms.

25+
Years of vendor-side enterprise technology experience in New Zealand — banks, corporates, government
Zero
Vendor relationships, referral fees or conflicts of interest — complete independence on every engagement
15+
Years in consulting and professional services — complex sales and delivery
10+
Years in senior leadership and executive positions across New Zealand and Asia Pacific
How We Help

Seven Ways We Put
Buyers Back in Control

Engage us for a single piece of work or the full program — every service below stands on its own, and there's no requirement to start at the beginning.

Before You Commit
Vendor Selection & Request for Proposal Advisory
Structure your evaluation to compare vendors fairly, ask the questions they don't want to answer, and identify the gaps between what's pitched and what's delivered. We help you build a process that protects you from the start.
Contract & Commercial Negotiation
Coach your team or lead negotiations directly on software, cloud and managed services contracts. We know the real margin, the actual discount authority, and the concessions vendors hold back until the last moment. That knowledge shifts the balance immediately.
Renewal & Renegotiation
Software licensing and subscription renewals are when vendors recapture the margin they lost at signing. We help you use it as leverage instead — with data, credible alternatives, and a walk-away position that vendors take seriously.
Technology Strategy & Market Navigation
Understand the vendor landscape before you engage it. We give you an honest read on which vendors are credible in this market, which are quietly exiting it, and which are pricing to buy share.
After You Commit
Program Management & Governance
Keeping technology implementations on track, on budget, and properly overseen. We establish the phased delivery plan, milestone structure, and steering arrangements that complex programs need — then hold vendors and delivery partners to what was actually committed. Independent oversight at the level executives and boards need, not project administration.
Vendor Portfolio Review
An independent review of your current technology vendor arrangements, licensing and spend against strategic objectives. Identifies misalignment, commercial risk, overlapping licences, and the capability you are paying for twice.
Vendor Exit Strategy & Transition Advisory
Planning and executing structured exits from incumbent technology vendors. Covers contractual exit rights, transition obligations, holdback tactics vendors use, and negotiating exit terms that protect your organisation.
Track Record

Proof From Both
Sides of the Table

The first four rows were achieved selling to organisations like yours. The last two are what that knowledge does once it works for the buyer.

From the Vendor's Side
236% of net new revenue — Country Manager, New Zealand
We know what a vendor's growth target does to your pricing when their quarter is closing — and how much room still sits behind the "final" number.
National sales leadership at 144% of target — pricing, partner channels, deal architecture
We know how partner margin and channel loading inflate what you're quoted, and where that stack can be taken apart.
A decade building vendor playbooks — New Zealand banking, government and large corporates
The playbook being run on you was built by people doing the job we used to do. We know the next three moves.
102–165% of total quota in every measured year, across six consecutive leadership roles
Not one good year. Twenty-five years of consistency across software, managed services and consulting — measured against total quota, where the award figures opposite are net new revenue. Sustained performance is the only reason pattern recognition is worth anything to you.
From Yours
20% off software cost, 25% off delivery cost — single buyer engagement
Achieved by unwinding the vendor construct: the bundled modules, the padded implementation days, the line items nobody thought to question. A better purchase and a cleaner implementation at a lower cost point.
Stalled program of work — restarted, approved and mobilised
We confirmed the why, guided construction of the business case, advised the organisation through approvals, and launched a delivery program under a lead project manager. The work moved because the case for it could survive scrutiny.
Recognition
9×
Top Global Performer
Presidents Club — 2000, 2001, 2006, 2011, 2012, 2013, 2019, 2020 & 2025. Awarded for exceeding revenue and margin targets, across a 25-year career.
Peak award years: 246% and 236% of net new revenue target · 160% revenue growth
★
Multiple awards — Asia Pacific & Japan Partner of the Year, top customer satisfaction rankings, and peer-recognised leadership across New Zealand & the region
Client References

What People Say
About Working With Us

Working with Lachlan, I've seen firsthand how naturally he connects with people. He takes the time to listen, understands different perspectives, and builds trust through consistency and genuine care for the people he works with.
Joe Standen
Capability Lead, Westpac New Zealand
Lachlan consistently demonstrated exceptional communication skills, a genuine focus on creating value for all parties involved, and a strong ability to drive outcomes. Lachlan is someone who builds trusted relationships and follows through on commitments, making him a valuable partner in any business venture.
Abhi Bandopadhyay
Chapter Lead, Spark New Zealand
Who We Work With

If You're Buying Enterprise Technology,
We Work for You

Our work concentrates in New Zealand banking and financial services, government and Crown entities, and large corporates — the markets we have sold into for 25 years.

Chief Information Officers & Chief Technology Officers
Technology leaders navigating major platform decisions or vendor consolidation
Chief Financial Officers & Finance Leaders
Executives needing commercial rigour and value validation on large tech spend
Procurement & Commercial Teams
Teams running Requests for Proposal, tenders, or renewals who need vendor-side intelligence
Chief Executive Officers & Boards
Leaders seeking independent assurance on major technology investment decisions
New Zealand Banking & Financial Services
Major banks and financial institutions — a core market across all 25 years of our experience
New Zealand Government & Crown Entities
Public sector organisations navigating complex procurement frameworks

Buying It, Signing It, or Trying to Land It?

Whether you're selecting a vendor, negotiating the contract, or watching a program drift off track, a 30-minute conversation costs nothing. Facing any of it without someone who knows how the other side works can cost significantly more. Let's talk.

We'll review your note and respond within one business day. Everything you send is treated in confidence, and we work exclusively for buyers — never for vendors.

lachlan@negotiateit.co.nz +64 21 772 992 Connect on LinkedIn