"My team adds value by having the vision to negotiate terms and conditions that are cost competitive over time," says Celestica's Laird Gray of his role in the IT procurement process. Buyers new to IT procurement or who feel they may need some help at the negotiating table may want to check out a new company formed by IT procurement managers who used to work in the strategic sourcing operation at The Principal Financial Group. Corporate Contracts (www.corporatecontracts.com) provides IT procurement services to mid- to large-sized companies.

As part of its services, Corporate Contracts negotiates contracts for the purchase of computer hardware, software and services. "Our negotiators are trained to identify and maximize leverage," says Randy Roth, principal. The company also has expertise in IT asset management, contract management, telecommunications negotiations and rate review and negotiations for non-IT goods and services.

Prior to Corporate Contracts, Roth was director of strategic sourcing for The Principal Financial Group, where he launched the company's IT procurement operation which helped to reduce costs by 35% over four years. Joining Roth in the endeavor is Pat Bohnenkamp, who has worked in strategic sourcing for Norwest/Wells Fargo and The Principal Financial Group.

savery@reedbusiness.com