Scribd
Upload
12 views2 pages

ATOS Deutsche Bank Negotiation Script

ATOS is committed to a long-term partnership with Deutsche Bank for a cloud migration project, emphasizing transparency and shared success through a joint steering committee. The base offer is €2.3 million with a standard timeline of five months, but can be expedited to four months if necessary. ATOS aims to establish a strategic partnership that extends beyond this project, focusing on future collaboration and innovation in the financial services sector.

Uploaded by

nmngoyal1
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
12 views2 pages

ATOS Deutsche Bank Negotiation Script

ATOS is committed to a long-term partnership with Deutsche Bank for a cloud migration project, emphasizing transparency and shared success through a joint steering committee. The base offer is €2.3 million with a standard timeline of five months, but can be expedited to four months if necessary. ATOS aims to establish a strategic partnership that extends beyond this project, focusing on future collaboration and innovation in the financial services sector.

Uploaded by

nmngoyal1
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
You are on page 1/ 2

Final-Stage Negotiation Script:

Deutsche Bank Cloud Migration


1. Opening: Setting the Tone
Thank you for bringing us into this final stage. For us at ATOS, this isn’t just about a project
— it’s a chance to build something long-term and transformational with Deutsche Bank. We
see this migration as the beginning of a broader journey together, and we’re fully invested
in making it a flagship success.

2. Building Relationship & Trust


We’ve worked with global banks under similar regulatory, operational, and legacy
constraints — we understand the stakes. Our approach is built around transparency,
accountability, and shared success. That’s why we’re proposing a joint steering committee
from day one — to ensure alignment, early escalation, and full transparency at every
milestone.

You’ll also have a named executive sponsor from ATOS who stays connected well beyond
delivery, ensuring continuity and leadership commitment.

3. Presenting the Commercials & Offer


Our base offer stands at €2.3 million. That’s in line with the complexity and mission-critical
nature of this migration. It’s worth mentioning that we have internal guidance not to go
below €2 million. We’re holding that line to protect the quality and execution excellence you
expect.

The standard timeline is five months. We can deliver in four months if needed — but that
would require internal resource reshuffling. If speed is a priority for Deutsche Bank, we’d be
open to it, provided there’s value on both sides. For example, being considered for preferred
vendor status or being fast-tracked for upcoming transformation phases.

4. Handling Negotiation Pressure Thoughtfully


If price is a key concern, we’re willing to explore flexibility — but only if it leads to long-
term strategic value for both sides. We’d ask for commitments like referenceability under
NDA, or participation in ATOS’s Financial Services Innovation Forum. That kind of
collaboration helps us build credibility and unlock value for both teams.
5. Extras & Customization Options
In addition to core migration, we can offer a premium package — on-site support for go-
live, enhanced security upgrades, and 24x7 availability during critical phases. These aren’t
included by default, but can be added if there’s a clear business case.

We’d propose discussing these further once the scope is finalized, and ideally in the context
of future collaboration, such as multi-year service support.

6. Strategic Partnership Vision


We’d like to treat this not as a one-off delivery, but as Phase One of a broader
transformation roadmap. Once this migration is live, we’d love to co-host a roadmap
workshop — with your tech leads and our specialists — to explore cost savings,
automation, and cloud-native modernization across other domains.

We’re also open to Deutsche Bank contributing to our industry panels or publications —
which can help position both firms as innovation leaders in the financial services space.

7. Closing: Locking in Mutual Commitment


We’re here to make this project successful — but more importantly, to lay the foundation
for something bigger. We’re not looking to win a transaction. We’re looking to earn your
trust, deliver world-class results, and become a long-term partner of Deutsche Bank.

So let’s align on what each side needs — and make this a win that opens the door to more
wins.

You might also like