Ed employs a highly collaborative approach in counseling clients that are executing technology-enabled programs that require substantial supplier/customer interdependence, such as information technology outsourcing, business process outsourcing, and complex system integration not only for newly sourced deals, but also for troubleshooting and realigning problematic deals and sourcing distressed processes.
Ed has a long history of applying business-oriented, innovative, and collaborative negotiating techniques to help simplify complex sourcing arrangements. As early as 2004, InformationWeek named Ed a key innovator and influencer who drives change in the business technology sector. Later, a prominent industry consulting firm conducted a case study on his negotiating process, and most recently, he was featured in an exclusive interview with CIO.com and quoted at length in Strategic Sourcing in the New Economy: Harnessing the Potential of Sourcing Business Models for Modern Procurement.
Chambers USA has noted that Ed is “recognized as a thought leader in the area” who is “challenging traditional ways to do outsourcing.” Commenting on his approach in Chambers USA, clients’ note that he “speaks to clients’ needs in an extraordinary way,” “is highly effective and respected by everyone involved in the deal,” and has a “disarming approach which can break down the pretense and malaise” that can build around a negotiating table. A leading industry expert notes that Ed is “fabulous at understanding how to construct complex outsourcing agreements that move beyond heavy-handed risk shifting to mutual gain and win-win.”
In addition to being an active speaker at industry conferences, Ed authored and presents the “terms and conditions” module of the Sourcing Industry Group’s (SIG’s) SIG University certification program, regularly conducts contracting master classes (including for SIG’s Executive Immersion Program), serves on the advisory board of the Shared Services and Outsourcing Network, and is a regular guest lecturer at New York University’s executive Master of Business Administration program.