1. RETURN TO MAIN Vendor Relationships Presented by: Jon Samuel Coleman, Information Technology Manager Baker, Sterchi, Cowden & Rice, L.L.C. Sponsored by ILTA’s [Peer Group name] [optional date]

2. RETURN TO MAIN What is the Legal Industry Understanding the Legal Industry Budgeting process Technology needs Privacy and other technical concerns

3. RETURN TO MAIN Changing technology Vendors as a source of information Tell me what you know Informational sessions (breakfast, luncheons, etc.). Webinars

4. RETURN TO MAIN Are you a good customer Communicate with your vendors Respect the vendor Be honest, is this technology that your firm will pursue? Develop realistic expectations Don’t just think – ‘What is in it for me?’

5. RETURN TO MAIN The three P’s Don’t be pushy. Be patient. Be prepared.

6. RETURN TO MAIN Do It Right Don’t oversell a technology solution. Be conservative on the time scope. Give me the best deal the first time.

7. RETURN TO MAIN Loyal Relationships Inform us about changes in technology. How is this going to save us money…really. Just because it sounds like a good idea, doesn’t mean we are going to buy it today.

8. RETURN TO MAIN References Don’t be surprised when we ask. Legal references are preferred. Similar size and environments demonstrate understanding.

9. RETURN TO MAIN No Pop-Ins Time is money…really. It works better if we both have a plan.

10. RETURN TO MAIN A partner asked me to call? Is that true? Don’t name drop.

11. RETURN TO MAIN Communication What works best Phone call E-mail Fax???

12. RETURN TO MAIN What is next? Don’t be shy, tell me what is around the corner. Maybe next year. Is this really right for my firm?