This document contains 5 case studies from Corporate Contracts summarizing deals negotiated on behalf of various clients. Case study 1 outlines a deal to outsource desktop services for a large financial firm, achieving $21 million in savings over 5 years. Case study 2 details negotiations for a multi-function device contract for a bank that achieved $840,000 in savings. Case study 3 explains how Corporate Contracts negotiated a $2 million savings for an enterprise video conferencing contract at a financial firm.

1. CASE STUDIES
2012
Inside are
various case
studies
outlining the
breadth and
depth of results
achieved by
Corporate
Contracts. Our
goal is to
always
maximize your
ROI and
improve your
bottom line!
Our business IS negotiation...
look inside
Each of Corporate Contracts' negotiators possesses substantial skills and experience
in sourcing, contract drafting, and negotiating. Our negotiators routinely provide
sourcing and negotiations services on behalf of our customers, including RFP
management, contract negotiations and contract drafting for various services,
outsourcing arrangements, technologies, telecom and utilities. However, each also
has specific areas of experience and expertise.
Inside these following pages you will find various case studies as they were written
and presented to the respective clients. These case studies span many aspects of
purchased services including outsourcing services, general services, technology,
internet services and the like. It also showcases our contract drafting abilities and
attention to the terms and conditions. We take very seriously our confidentiality
obligations and have protected the identities of our clients and their personnel.
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©Corporate Contracts, LLC 2012 -- All rights reserved

2. Desktop Outsourcing & Deskside Services
CASE STUDY #1
Large Financial Services Company
An agreement was signed with the Selected Supplier to take over Desk Side Services from
Incumbent Supplier. This SOW covered approximately 25% of Client’s associates (10,300) and
saves Client over $7MM annually over what was being paid to Incumbent Supplier for the same
services. Selected Supplier began assumption of Services on X date and went live with them on Y
date.
With budget cuts looming, Selected Supplier was asked by Client to bid on outsourcing Desk Side
Services for the entire company. After review, Corporate Contracts suggested that, with the
synergies to be had between the two services, that the Help Desk be added to the equation. Costs
can be better controlled with one organization managing both services. Based on a new proposal by
Selected Supplier that combined both services, a detailed IRR analysis was conducted by Corporate
Contracts with Client’s IT Finance. It placed Client’s IRR at 14.6% over the five-year term of the
agreement. The IRR analysis shows Client saving approximately $1.75MM in year 1, $3.9MM in
year 2 and a total five-year savings of $20.6MM by outsourcing these services.
Selected Supplier will do the Help Desk component offshore in approved facilities. Reference calls
were conducted and the sourcing team audited live calls with no material concerns arising.
The key negotiating and sourcing team consisted of the following members:
1 - Corporate Contracts as Sourcing Project Lead
3 - Client executives from IT
3 - Client executives from IT Finance
2 - Procurement executives
The total projected 5 year savings is expected to top $21M, with annual savings increasing.
Approximately 190 Client positions were reduced in this project. More than 37,000 associates are
covered by the desk side services and with a scalable scope. The Gartner Group independently
reviewed this project and noted it’s strength of services coupled with the overall savings netted the
customer the most effective solution available.
END CASE STUDY #1
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©Corporate Contracts, LLC 2012 -- All rights reserved

3. Multi-Function Device (MFD)
CASE STUDY #2
Mid-Sized Banking Institution
CLIENT requested that Corporate Contracts assist in developing a Request for Proposal (“RFP”)
for Multifunctional Devices (“MFDs”) and desktop printers, and help in negotiating the lease and
service charges for the MFDs and desktop printers.
The RFP was sent out to seventeen vendors. The vendors were given two week’s in which to
respond to the RFP. Eleven of the seventeen vendors responded. Upon review of the eleven
vendors’ responses and evaluation of the pricing, the list of vendors was narrowed down to four.
Vendor 2 was selected as the front runner based on their RFP score and pricing proposal and was
who Corporate Contracts was given direction to negotiate directly with.
Corporate Contracts forwarded Vendor 2 a copy of a Master Services Agreement (provided by
Corporate Contracts and approved by CLIENT legal) for review and approval and then created a
Statement of Work (“SOW”) which described all of the services as well as the pricing for those
services. In addition to the Master Services Agreement and SOW, Corporate Contracts also
reviewed and negotiated the lease agreement for the leasing of the MFDs and desktop printers. The
agreements were then signed by CLIENT.
The process that Corporate Contracts utilized for the MFD RFP was very successful in that it
guided the Project Team to:
a. be very diligent in communication with the vendors to create negotiation leverage;
b. create detailed requirements (what CLIENT really wanted in equipment, services, and
pricing). The requirements that were developed for the RFP to provide for a highly
competitive sourcing event.
By utilizing the process and creating negotiation leverage, the Project Team was not only able to
successfully negotiate a best in class contract that provides additional value and protections that
weren’t provided for in the previous agreement, but they were also able to successfully negotiate
substantial savings for the MFDs and desktop printers ($280,224.76 annually or $840,674 over the
term of the agreement).
END CASE STUDY #2
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©Corporate Contracts, LLC 2012 -- All rights reserved

4. Enterprise Video Conferencing
CASE STUDY #3
Fortune Top 50 Financial Services Company
Over the past few years, our client has received video conferencing services from a single supplier.
This single supplier managed all aspects of the videoconferencing system, including the network
(which was outsourced to another third party), bridging, maintenance, and managed services
(including support for each call). Corporate Contracts drafted, issued and managed RFP responses
to select a vendor partner to carry out a successful videoconferencing solution for our client and to
implement improvements that will prepare our client for the industry advancements in the
technology (i.e. moving to high def.).
The client’s videoconference network is fully outsourced (network, bridging and management). In
the past, videoconferencing was not as highly a trusted communication tool and through the work of
the videoconferencing team proving its ease of use and reliability, it has become a highly used
resource for our client’s corporate culture. With a companywide initiative to decrease travel costs,
videoconferencing plays an increasingly important role. The move impending move to high
definition is a necessary move, as is the increased utilization of videoconferencing as an alternative
solution to travel.
Although logic would lead one to believe that an increase in quality and bandwidth would translate
to an increase in cost, the Agreement between the supplier and our client has provided for
substantial cost savings. Under the new contract, our client’s total cost savings is over $2 million
for the first 18 months of the contract. The supplier accepted our standard Master Services
Agreement with limited modifications. Our client retains the right to terminate the Agreement for
convenience with 30 days notice.
The payment structure was also set up into our client’s online ordering tool to create an easier
payment structure and setup. This has added tremendous additional value for our client’s
administrative procurement procedures as well.
END CASE STUDY #3
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©Corporate Contracts, LLC 2012 -- All rights reserved

5. eLearning Solution Content Provider
CASE STUDY #4
Big 5 Consulting Company
Client had 2 years remaining on a 5-year commitment for an annual subscription for a predetermined
number of seats to an eLearning content service. Client business unit was pleased with the vendor and
wanted to continue using them, but the original commitment was not well negotiated by the Client business
unit and the costs were outstripping the perceived value of the solution and Client business unit felt
pressure from their constituents to decrease costs. Working very closely with Client personnel, we
performed in-depth analysis of actual usage, coupled with future usage estimates, and negotiated a deal
whereby Client decreased the total number of seats by 12% (Client had committed to too many seats
initially and the new, lower seat count was more than sufficient to accommodate Client's current usage
levels and near-term growth projections) and added 3 additional years to the term, in exchange for lowering
the costs during Years 1-2 (which were the 2 remaining years on the original contract) by $1.2 and $1.3MM
respectively (33% savings). Because Years 3-5 of the new contract were outside of Client's initial
commitment, it is difficult to assess actual cost savings during those years, but, for perspective, the annual
price during Years 3-5 were each $900,000 less expensive than the last year of the prior committed term.
Finally, we negotiated a per seat fee for additional seats, to accommodate any growth above our committed
amounts, that was 10% lower than the per seat price from the previous deal.
Two years after the negotiations described above, Client wished to 1) add more seats, to accommodate
tremendous growth in the use of this solution, 2) add new content sources that had been developed after our
last deal, to which we did not have access, and 3) again seek lower fees for the remaining 3 years of the
deal described above, due to budget constraint caused by the global economic crisis. We had little leverage
at this point, because we'd already cut the Vendor's revenue considerably in the previous renegotiation, and
we were still committed for another 3 years. However, by eliminating several expensive content sources/
options that were unused by Client's users (and which, therefore, were of no value to Client), we were able
to increase Client's seat count by 22% while instituting a process whereby Client adjusts its content mix,
quarterly, based on a specific formula, to take advantage of new content sources while avoiding paying for
unused or unpopular sources. We secured all of this and were still able to lower Client's per year cost by
$465,000 in the first 2 of the remaining 3 contract years (the final year of the contract was left at the
original contract price).
This case study demonstrates that Corporate Contracts does not merely 'beat up' the vendor for cost
savings, but rather takes a holistic approach that considers not just the final price, but also how the client is
using the product, past, present, and future, to identify the best deal possible, even if, as here, it means
'giving up' unused seats or low-value functionality.
END CASE STUDY #4
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©Corporate Contracts, LLC 2012 -- All rights reserved

6. Energy Contract Negotiations
CASE STUDY #5
$8.5B Private Equity Firm
Working with a client in the private equity market, Corporate Contracts was asked to provide a cost
savings assessment for one of their ailing manufacturing companies. The nature of the the
manufactured product and subsequent process required enormous natural gas energy consumption.
Many attempts had been made for process efficiency improvements to decrease the amount of
energy consumption within the overall product. These improvements, while proving useful, were
providing a material amount of savings to the overall balance sheet of the organization. The
customer as a whole was bleeding cash and needed substantial intervention to save the overall
financial health of the company.
A Corporate Contracts senior negotiator made an onsite visit with the client to explore alternatives
as well as perform a review of their current energy contracts, specifically natural gas. During this
visit it was determined that the customer was delinquent in their payments to the energy company
and these delinquent payments were causing issues with rate improvements and long term contract
offers that would lock in lower natural gas rates. After the onsite visit it was clear two things
needed to happen in order to obtain a significant energy cost savings:
1) The customer needed to establish a process in which the energy bills were paid in a timely
manner to the providers. This process needed to be communicated to the providers to gain
further trust and confidence in the customer.
2) The customer needed to lock in lower longer term rates with the energy service providers,
perhaps on a sliding scale, in order to lower its highest company expense.
Corporate Contracts met with the key financial personnel at the customer to inform them of the
suggested process improvement / negotiation strategy. Once this was discussed at the executive
levels within the organization, the vendors were contacted. Each was asked to provide their current
state of business with the customer. Additionally the vendors were informed of the improvement
path in both payments and rates that the customer was seeking to take.
Corporate Contracts kept the customer diligent in prioritizing payments for it’s energy usage.
Ultimately, the number of days late the customer paid was reduced to zero (0) in less than 90 days.
Using this as additional leverage in negotiating better rates on longer term contracts, the customer’s
annual energy spend was reduced by more than $800,000 in natural gas alone. Additionally, it
was discovered that an alternative source (former waste yard) was producing natural gas at a lower
rate than market and the customer was able to achieve an additional $250,000 savings from this
alternative source.
END CASE STUDY #5
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©Corporate Contracts, LLC 2012 -- All rights reserved