What Your Lawyer Wants You to Know Before You Negotiate Your Next Tech Contract

Negotiating technology contracts can be complex, particularly for regulatory agencies working to balance innovation, cost, risk, and public accountability. This panel-style webinar brings together perspectives from legal counsel, vendors, and regulators to explore how agencies can approach vendor negotiations with clarity and confidence.

Rather than advocating for a single approach, this session will examine the negotiation process from multiple angles. Panelists will discuss common pressure points in technology contracting—such as data ownership, security requirements, service levels, pricing structures, and contract flexibility, subcontracting (if any), and cost overruns—highlighting both agency priorities and vendor considerations.

Attendees will gain practical insights into how to prepare for negotiations, ask the right questions, and identify potential risks before agreements are finalized. The discussion will also surface strategies for building productive, transparent relationships between agencies and vendors, with an emphasis on achieving outcomes that serve the public interest.

Designed for regulatory professionals involved in procurement, contract management, or oversight, this session aims to equip participants with a clearer understanding of what to expect at the negotiating table—and how to navigate it effectively.

Panelists: 
Don Balasa (lawyer), CEO and Legal Counsel, American Association of Medical Assistants
Dan Hereth (regulator), Secretary, WI Department of Safety and Professional Services
Robert Shaw (former vendor), Sr VP of Examinations, National Board for Respiratory Care
Vivek Mehta (vendor), GM for Regulatory Solutions, Tyler Tech

Originally presented: July 2026