Buying IT Services: RFP & SOW Best Practices

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A look at the IT Services landscape including Managed Services and Professional Services, and the top reasons for unsuccessful services deals. We’ll discuss how to build leverage with the RFP process, and execute deals with maximum value through vendor selection and contracting.

Session highlights include:

  • Map of the IT Services Landscape
  • Decision criteria for when to RFP / RFI
  • Framework for a successful RFP project
  • SOW Do's and Don'ts


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Jim Faletra

Managing Director

Jim is an expert on Enterprise IT infrastructure, and brings a rich combination of IT sales, solutions development and consulting skills to ClearEdge Partners. Before he joined the firm, Jim worked at CenturyLink as Director of East Region Sales & Solutions organization, mapping technology to clients’ business needs.  Jim focused on the Managed Services market segment, including Private and Public Clouds, Co-location, Security and Networking. Prior to that, he worked as Managing Director of Product Architecture and Transformation at ATOS Global IT Services (formerly Siemens Business Services), where he managed the Enterprise Architecture Group and specialized in the creation of IT Outsourcing Services. Areas of focus included Service Desk, Managed Desktop, Virtualization, Network and Security Services. Jim’s tenure in IT spans 3 decades. He holds a Bachelor Degree from the University of Massachusetts.


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Chris Powers

Managing Partner

Chris leads the Cloud ERP, Professional Services and Outsourcing Practices at ClearEdge. In this capacity, he provides consulting and talent development services to ClearEdge clients in this complex and fast-growing category of IT spending. Chris brings over 20 years of leadership in sales and delivery of IT services to global clients. He previously served as VP/GM at Atos, Siemens IT Solutions and Services, and ENTEX Information Services, and received his MBA and undergraduate degrees at Babson College.